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Has this ever happened to you?<\/p>\nHas this ever happened to you?<\/p>\n
You\u2019ve worked hard to understand a prospect\u2019s needs and dedicated a lot of time answering their questions. You\u2019ve done everything in your power for them to do business with you, and the prospect has given you every reason to believe that they\u2019re satisfied with your services.<\/p>\n
But you just can\u2019t seem to get their signature to sign off on the deal.<\/p>\n
You call the prospect back, you follow-up\u2026 but they’ve disappeared.<\/p>\n
Sounds familiar?<\/p>\n
<\/p>\n
I\u2019m sure you experienced this more than once.<\/p>\n
But do you understand why the sale never happened?<\/strong><\/p>\n We know that people \u201cbuy\u201d the salesperson before they buy their products or services and sometimes, a prospect will say that they didn\u2019t appreciate the representative\u2019s style<\/em>.<\/p>\n When that happens, a sales representatives should ask themselves \u201cThe prospect didn\u2019t like me, but why?\u201d<\/p>\n The truth is a generic word like \u201cstyle\u201d covers many things that aren\u2019t so much about the representative\u2019s personality as they\u2019re about their sales posture.<\/p>\n Here are 10 reasons why your prospects don\u2019t to buy.<\/strong><\/p>\n Even if you dedicated a lot of time to your prospect, the interactions they had with you didn\u2019t mean enough to them. They see you more as a supplier or salesperson than as a trusted advisor.<\/p>\n Resistance is often present in sales. It\u2019s not always possible to detect because of its passiveness or subtleness, but keep its presence in mind. Even when it is recognized, resistance isn\u2019t constantly addressed. It\u2019s one of the mistakes that most often cost a sale.<\/p>\n The prospects you meet will have expectations only they know of and will expect you to respond without expressing them. If you aren’t aware of them and you don\u2019t ask questions, a wedge will form between what the client demands of you and what you\u2019ll be giving them.<\/p>\n Usually, these expectations relate to your company\u2019s capabilities, your products or services, your first meeting, and the business relationship which may follow.<\/p>\n Lousy listening skills can also lengthen your sales process<\/a>.<\/span><\/p>\n For a prospect to consider doing business with you, you need to develop a strong relationship. You build his connection through real interactions as opposed to superficial conversations. When people share values, a relationship can grow when you dedicate enough time to it.<\/p>\n If your relationship with a prospect isn\u2019t well-established, they won\u2019t want to move forward. However, if a potential client has a well-established relationship with a competitor\u2019s representative, it doesn\u2019t mean that you can\u2019t also build a healthy relationship with them.<\/p>\n In sales, you need to balance meeting the client\u2019s needs with putting yourself in a position to earn their respect. Too often during sales meetings, representatives prioritize flexibility and their capacity to accommodate potential clients. However, if the prospect sees you as someone who wants to please them instead of giving them the expertise they need, you end up losing points.<\/p>\n Authority is linked to sales posture and the ability some representatives have of being more credible than a competitor or current supplier. If you\u2019re able to position yourself as an expert in your field by asking questions or expressing views that surpass the prospect\u2019s knowledge, you can win sales. If not, the potential client won\u2019t want to engage with you.<\/p>\n Sometimes, prospects can\u2019t relate to the content representatives present (brochures, presentations, catalogues, videos, etc.), and that\u2019s why they don’t choose them. Help prospects relate by no longer relying on collateral during sales meetings.<\/p>\n Prospects don\u2019t care about your sales quotas.<\/p>\n Pressured selling and aggressive behaviour scare away potential clients and damage a company\u2019s reputation. It\u2019s possible that at certain times of the year, the pressure to meet quotas or goals brings out a more offensive approach. However, potential customers are increasingly averse to these types of practices, so avoid them.<\/p>\n Some companies have a strong corporate culture and strong values, and all their decisions and business partners reflect them. During the buying process, if the client feels their company values don’t align with a rep’s, they won\u2019t want to engage with him or her.<\/p>\n Although sales representatives are the ones on the receiving end when a client doesn\u2019t want to do business with them, it\u2019s not the representatives themselves who are to blame, but one or more of these ten factors. Analyze the reasons behind the win or the loss of each opportunity to understand what each sales representative needs to work on.<\/strong><\/p>\n Even if a prospect says they won\u2019t do business with you because your price is too high, that isn’t the real reason. The price is only a justification.<\/strong> To understand how to win more opportunities, you\u2019ll need a complete diagnosis of the infrastructure, processes, and skill sets<\/a>. This diagnosis is called the sales force evaluation<\/a>.<\/p>\n1. Value<\/span><\/h2>\n
Possible Causes<\/span><\/h3>\n
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2. Resistance<\/span><\/h2>\n
Possible Causes<\/span><\/h3>\n
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3. Expectations<\/span><\/h2>\n
Possible Consequences<\/span><\/h3>\n
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4. Listening skills<\/span><\/h2>\n
Possible Causes<\/span><\/h3>\n
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5. Your Relationship<\/span><\/h2>\n
6. You\u2019re Too Accommodating<\/span><\/h2>\n
Possible Causes<\/span><\/h3>\n
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7. Authority<\/span><\/h2>\n
Possible Causes<\/span><\/h3>\n
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8. Content<\/span><\/h2>\n
Possible Causes<\/span><\/h3>\n
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9. Aggressiveness<\/span><\/h2>\n
Possible Causes<\/span><\/h3>\n
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10. Culture<\/span><\/h2>\n
Possible Causes<\/span><\/h3>\n
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Important<\/span><\/h2>\n
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