The inability to close is probably the most common and misunderstood weakness faced by business and salespeople today. Most of the time closing is a symptom of another problem. The problem is you’re trying to close prospects that are not ready to close.
When you ask your salespeople about closing business…
They tell you, “Mr./Ms. Sales Manager”, I have to call back next week.
They tell you…she/he won’t return my calls.
They tell you it’s mine…. I have a good feeling about this one.
They do not know who they are selling against…. so they do not know how to position their solution to win.
They tell you it is in committee.
They tell you they can’t meet with the decision makers.
They tell you the decision makers do not see salespeople.
The process seems to be going on and on and on.
The same names come up every week on their forecast sheets, and nothing changes. They are always an “8”.
Your salespeople are producing more proposals and quotes than ever…. yet fewer and fewer are closing!
If you recognize two or more of these problems, then you have a problem closing the sale. Now that you have identified the problem, the next step is to identify the solution to address this problem.