I don’t know about you, but when I blow a sale, I want to kick myself in the nuts. The only upside to losing a sale is the lesson learned from it. I’m not trying to learn too much though, if you catch my drift.
When I started off selling I didn’t have someone pointing out the holes in my game. I, much like you probably did, learned my stuff from taking action, reading books, and trying new stuff that I had seen others use successfully. It made for a long learning cycle, that’s for sure. Allow me to shorten it for you.
Often times as salesmen, we will know something but simply forget it. How many times have you heard an old school close and thought man, I forgot about that, I need to start using it again? It happens all the time. We get caught up in the game and simply forget.
Allow me to put you together. If you’re blowing sales, there’s usually some fundamental issues you’re not addressing properly and all it takes is a reminder paired with action. Here’s the top 6 reasons people blow sales. Remember it this time!
You Talk Too Much: Shut up! No seriously. Sometimes all a salesman needs to do to close is shut the F up. You have no clue how many times I’ve watched a salesman talk his way OUT of a sale. I seen it with my own eyes. The prospect wants to buy and the damn salesman says too much.
Decisions cause collisions. The more you give someone options the less likely they are to make a choice. This prolongs the sale with objections like “lemme think about it”. People need to be led to the choice that’s best for them. You can’t do that buy talking too much.
You’re Over Promising and They Know It: Ever get that it’s too good to be true feeling? Yeah, so do your prospects when you’re laying the BS on too thick. If you can’t do it, don’t say it. They will most likely accept things the way they are, you don’t have to offer the imaginary.
When you say something you know you can’t do, your body puts off a vibe. The prospect can feel that vide in your body language through a phone line. Just tell it like it is and show them why they need what you sell. Drop the BS. it only comes back to bite you in the end anyway.
You Make It About You and Not Them: The prospect doesn’t care about you or your background. What they do care about is how what you sell can solve their problem. What is it with salesmen who think they need to give you their background? This isn’t a dating profile it’s a sales conversation. Unless you’re what’s for sale, talk about what you sell, not who’s selling it.
The prospect cares about what you sell can do for them, not what you can do for them. Matter of fact, the less you talk about what you can do, the less they’ll ask you to do it. It’s a win win for everyone. You’re a nobody, your product is the hero.
You Quit On The First Objection: The first objection is always a test. 99% of salesmen fail it. Most sales guys just accept the first NO thrown out in the process. The first NO is just a test to see how much you are willing to make the sell. If you quit in the sale, chances are you’ll quit in delivery. They can smell it a mile away.
Just like you have trial closes, customers have trial objections. All they are doing is testing the waters and seeing how you’ll react. Knowing this and removing your emotions like fear from the conversation will close more sales and give you nuts like King Kong.
You Believe Their BS [Buyers are Liars]: We lie to ourselves on a daily basis, what makes you think buyers aren’t lying to themselves when they say “I didn’t come to buy today“? Just take a minute to think about the BS stories we tell ourselves every day. Your prospects are the same. They have the same stupid self limiting beliefs that most everyone has.
If you know what you sell will help them, it’s your job to sort through the noise in their head and give them clarity about why they should buy, why they deserve it and how it will positively impact them. Don’t let their lies cost you money.
You Don’t Properly Ask For The Business: Sometimes simply asking for the business will get it. Problem is many salesmen think they asked for it but in the prospect’s mind they are left hanging. Saying you’ll follow up, call them or reach out is not asking for business. When you make an offer you need to clearly articulate what it is you have and the terms alongside it.
The keys to making a clear offer are as follows: Verbalize it, put it on paper, get it signed. If you follow those three steps to making an offer, you’ll get a direct NO or a YES. That’s all we want in this game. A clear answer.
Ok, so now that you’ve been refreshed on why you’re not getting all you can get, when are you going to implement these back into your business? I didn’t write this for my help, I wrote it so cool ass people like you will read it and put it into play in their every day sales lives.
If you’d like more help on your sales game I’ve got the prescription for you. I’ve created a program that’s designed for you to listen to one audio a day every day for the rest of your career. You’ll become a machine through repetition. The site to check it out and even get a free video is www.showupandclose.com
If you’d like to have a serious sales conversation with me about retaining me to help propel you to the next level in your sales career, simply fill out the form below and I’ll be in touch. Meanwhile if you enjoyed this post share it on social media or email it to a friend. Thanks in advance.
