the real reason your deal is not closing
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TRANSCRIPT
The Real Reason Your Deals Are Not Closing
By Alistair McQuade
After the Sales Presentation….
“That’s in the bag and I’m going to call on Friday to hear if we’ve won. I’m pretty sure we have won the deal, the meeting went really well….”
Changes over time
Recognition of needs
Evaluation of options
Resolution of concerns
Decision
Implementation
Friday Comes and Goes….
Call for the deal
Call again
Call again
Call again
Call again
Call again
Call againCall again
Call againCall again Call againCall again
Between Proposal and Decision is…
Previously unknown concerns surface. Once the concerns have been satisfied, the customer makes the decision.
Changes over time
Recognition of needs
Evaluation of options
Resolution of concerns
Decision
Implementation
Implications of not managing concerns
Changes over time
Recognition of needs
Evaluation of options
Resolution of concerns
Decision
Implementation
• The customer gets annoyed • The senior management team and the
operational side of your business become annoyed
• The customer sees a great opportunity for a discount
• The customer chooses the ‘do nothing’ option • The competition moves in and steal the deal
from under your nose.
Where most deals are won and lost
Changes over time
Recognition of needs
Evaluation of options
Resolution of concerns
Decision
Implementation
• Stay close to the customer• Show how other customers have mitigated
their concerns and risks. • Predict what concerns they could have in
advance and how they could be avoided.• Put contingencies in place to
ensure there is a safety net• You can add real value as a
sales person
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The Real Reason Your Deals Are Not Closing
By Alistair McQuade