4 mistakes that prevent you from closing the deal
You can make numerous mistakes, where you risk losing potential sales and deals.
Emphasising the need for trust-building, understanding customer needs, and the importance of fulfilling commitments to maintain credibility to achieve tremendous success. Ultimately, prioritising trust drives successful sales outcomes.
Here are four common mistakes that many typically make, which you should be aware of.
1. You want to sell without having relation and trust first
Consider this: You may handle appointment scheduling or have someone do it for you. Now you finally have a meeting with a decision-maker who is evaluating potential partners.
It’s about presenting a great offer right away, isn’t it?
No. Now it’s about maintaining control. It requires discipline from you to stay in the competition. In such cases, it’s about playing your cards right – even if you haven’t been dealt any cards! You don’t know the customer, and the customer doesn’t know you.
In a meeting with the customer, trust and mutual understanding must first be built. Therefore, you must quickly understand the customer’s situation, market, and position, strengths, and weaknesses.
Such ability shows that you understand and are interested in the customer. It’s also in this phase that it’s important for you to quickly understand what kind of profile the customer has so you can adapt as best as possible. All this creates security; the customer likes you, and you start to collect cards.
Therefore: Without having established a relation and created understanding and trust, you will often create distance from the deal, even if you have the best solution.
2. You’re trying to rush the sales process
3. You’re trying to push your product
Consider this: Your customers have seen and heard a lot before about features, benefits, and outcomes. Do you think your product is new to them? You can be sure it’s not. Pushing a product onto the customer is more than enough to create distance.
What happened to building relationships? Where did the needs assessment go? And what happened to the value and vision the customer should have seen in your offered solution? Pushing products creates no value. It only lowers the value and creates resistance to giving you the deal.
Therefore, Work on creating a higher level of value for the customer throughout the sales process.