08 Apr 5 Reasons Why You’re Not Closing Sales
There is nothing quite as frustrating as feeling unable to close a sale. You feel like you’re wasting both your time and not making any progress, as well as missing an opportunity to build a potential customer relationship. While closing a sale can feel impossible at times, remember sales is a craft that can be learned with practice and the right mindset. To help your business go further and improve your self-confidence, we’re addressing 5 reasons why you’re not closing sales.
You’re Not Reaching the Right Audience or Offering the Right Thing
Relevancy is key in sales and can not be overlooked. It’s not enough to believe in your own product. You need to put in the work to determine who your target audience is, what they want, and why they need it. In other words, why does your offer matter to your prospect? What problem will it solve for them? To address this problem you will need to do market research to see who you should be targeting and the solutions you can offer. With this information, you can adjust or tailor your offerings and sales approach.
You are Not Pitching Enough
The more at-bats, the more likely you are to hit a home run! This phrase is very true in regards to sales. Sometimes the reason you are not closing sales is as simple as the fact that you’re not pitching enough. The trick to pitching more is first to increase the number of leads coming into your business. More leads equal more opportunities to pitch. Second, look for opportunities to pitch to current or past clients. Reach out about a new offer or additional services/products that build upon their original service. Last, always be ready with go-to pitches for the different services – you never know when the opportunity to talk about ‘what you do’ and pitch will come up!
You Give up on Follow-Up Too Soon
Here’s some food for thought – 80% of sales are closed after the 5th interaction. One of the biggest sales mistakes people make when it comes to not closing sales is not following up or giving up too soon. Consistent follow-up will increase your sales close rate. And don’t forget about past clients – looping back to touch base is a great way to be in the right place at the right time and close a sale.
If you struggle with following up, we’ve got you covered! Our Follow-Up Sales Emails, available in the shop, includes our best 18 copy & paste email scripts, mistakes to avoid and tips for almost any situation to better convert your sales leads into paying clients.
You are Talking More Than You Listen
You have probably heard of active listening, but are you applying it to your sales interactions? It’s easy to get caught up in making a sale, sharing anecdotes, talking about the features and benefits of your offer. It is more important to listen. Clients want to feel heard and trust that you care about them. By actively listening you do this and can offer services that best address their concerns or problems. The best salespeople listen more than they talk.
You are Not Asking for the Sale
Once you’ve helped the buyer identify a problem and then proposed a solution, it’s time to ask for the sale. Directly. Simply. Ask. For. The. Sale. Too many people skirt around this, offering instead to create a proposal or follow back up at a later date. When you don’t ask for a sale – perhaps because of insecurity, awkwardness about money or simply not knowing what to say – you sell less. Part of your sales pitch (after active listening) is to tell people how you can help them and then close by asking “how does that sound?” This statement is our favorite line to use when asking for a sale and works like a charm.
For help honing your sales pitch and asking for a sale, get in touch with our founder and sales coach Krista Chapman – her tricks and techniques will have you closing with ease and selling more!