Closing sales is the lifeblood of your business. If you don’t bring in revenue – you don’t have a business. Now during the sales cycle, you can have a lot of variables in why you’re not able to close.
When you’re analyzing this data, you can usually find a few tweaks that make the entire sales process a lot easier.
First things first though…if you don’t have an objection list filled with your most frequently asked questions, and if you don’t have a perfect rebuttal for each, you’re a rookie.
But with that being said, if you have that and the basics of a sales process, and you still can’t figure out why you’re not closing over the phone, in this article I’ll break down the top 3 reasons why and how to fix them.
Positioning and Performance
If your prospect is on an application call with you, it’s vital that you position yourself properly. If they just think you’re a salesman, you have lost the sale almost automatically and it will make the process that much harder.
Now, if you position yourself as the expert, the call takes a different route. The prospect is now listening to you and giving you that respect that you deserve instead of feeling that you’re coming off as salesy.
Most people don’t end up closing because they don’t position themselves and the call properly. This could mean they miss out on social proof, an agenda, and/or showing the value they can bring to their prospect’s business.
However, if done correctly – the result will show drastically as you’ll have control over the conversation.
Value Over Price
One of the biggest objections in sales is that people don’t see the value of your service. When you’re hit with this objection – you know you didn’t do a good enough job to make your offer irresistible. An irresistible offer focuses on all aspects of why someone should buy your service.
If they don’t see the value, they’ll say “oh I think your price is too high”. They ask this because they don’t understand how big of a difference you can make in their business. They simply don’t see the value and that’s because you haven’t communicated well enough the benefits they’ll receive.
You haven’t communicated the problem you’re solving well enough. Make sure to have this in your script and ask them, “Do you see the value in this?”
Have them answer why it’s valuable in their life and business. Also have them answer what it will mean to their business and their life if they allow this problem to continue.
Sales is Control
When you get objections like
- “This sounds good, but let me think about it”
- “Your prices are too high”
- “Let me run this by my partner, I can’t make a decision right now”
You’ve lost control of the call.
Sales is all about control. It is like playing poker. You always have to be one step ahead… Always in control… In control by asking the right questions. If the sales process is done right, you should not be having to explain yourself during the call.
When you lose control of the conversation, you’re in a reactive state instead of a proactive state. When you’re in a reactive state you’re on the defensive instead of on the offensive. So, when you see someone falling off the script, bring them back to the conversation… back to the agenda.
If you’re able to master the above 3 reasons why you are not closing over the phone, you WILL see a significant advantage while you’re on the call.