Five Ways to Tell You are Losing a Sale

We have said it before and we will say it again, sales is definitely not an exact science. But while there is no one way in which to go about a sale, there are some fairly common warning signs to tell you are losing a sale. These telltale signs that you are losing a sale include:

1. You Aren’t Dealing With A Decision Maker: If you aren’t put in touch with a decision maker after a few conversations, this is not a good sign. So do your best to get in contact with someone that actually has the authority to buy your product or service. Otherwise, you are wasting your time. And time is everything to a salesperson.

2. There is No Deadline for a Decision: One way to firm up deadlines is to offer limited-time discounts/offers to create a sense of urgency. If this doesn’t work, move on. You cannot waste your time on a pointless sales meeting.

3. You are Asked for a Proposal and Not a Conversation: It is hard to give someone your sales pitch if you do not meet with them face to face. After all, business is all about forming meaningful relationships. Find anyway you can to get your foot in the door and have a face-to-face conversation. This may be hard, but you have to try.

4. Your Price is Too High: What makes your product or service worth so much? If your competitors are offering the same product/service at a lower price and you cannot justify your high prices with superior service, then consider changing your price tag or losing sales.

5. Your Client Seems Indifferent: This is never a good sign. If your potential client begins to lose interest and stops asking engaging questions, you may be out of a sale.

Of course, if you do lose a sale, you should use that opportunity to grow as a salesperson. How? Checkout one of our past blogs: Learning from Lost Sales: Turning a Negative into a Positive.

Then again, you could always just outsource your sales needs to a professional business development firm, like Springboard!

Located in Baltimore, Maryland, Springboard offers outsourced sales solutions for businesses in the professional services arena. It’s simple, while you focus on you core business activities, we bring our sales expertise and connections to focus on your business development challenges.

Our approach to business development makes it easy to find new clients without the concerns of sales team turn-over, lack of sales expertise and payroll.

If you have any questions, contact Springboard Business Development by calling 410-832-7560 or click here today!

Follow us on FacebookTwitterGoogle+, and LinkedIn as well!

Sources:

Five Signs You’re Losing a Sale – And How to Save it

Learning from Lost Sales: Turning a Negative into a Positive

You can’t win them all (if sales were that easy, everyone would be in the business). What you can do is learn from those lost sales. A good sales person loses a sale and moves on to the next prospect; a great sales person loses a sale and asks “why?”

Which sales person are you? The one who ignores defeat, or the one that learns from that defeat and constantly strives to be better? Remember, those who ignore the past are doomed to repeat it. So don’t risk losing future deals because you failed to address past failures.

Ask Yourself the Following Questions:

  • Was I able to effectively communicate with the customer?
  • Did I learn the prospect’s key needs and desired benefits?
  • If so, how did I address those needs?
  • How did the customer respond to me?
  • What sales techniques did I try?
  • How did the customer respond to those techniques?

Set Up a Post-Sale Debriefing with the Prospect

  • Ask the following question: “I’m always looking to improve, what could I have done better to earn your business?”
  • Don’t settle for vague answers. Ask “How do you mean?” or “Say more” to help probe for more detailed answers.
  • Don’t get defensive or angry. Take full responsibility for everything.
  • Don’t try to resell the prospect.

By learning from failed sales deals, you will grow as a sales person and become a much more efficient seller.

If you have any questions, contact Springboard Business Development by calling 410-832-7560 or click here today!

Located in Baltimore, Maryland, Springboard offers outsourced sales solutions for businesses in the professional services arena. It’s simple, while you focus on delivery, we bring our sales expertise and connections to focus on your business development challenges.

Our approach to business development makes it easy to find new clients without the concerns of sales team turn-over, lack of sales expertise and payroll.

Follow us on Facebook and Twitter as well!

Sources:

What Did You Learn from the Last Sale You Lost?