A large number of unsuccessful business negotiations do not end with an explicit rejection from a potential client. Unfortunately, many of them end with the customer simply going silent, beginning to ignore the salesperson, and allowing the deal to fade away. What are the four most common reasons for this unfortunate outcome? And how can you improve your approach as a salesperson to prevent this situation from occurring?
Reason no. 1: You send proposals by e-mail
According to the HubSpot blog, you should never agree to send a proposal to a client by e-mail. By sending an e-mail proposal and waiting for a possible response from a potential client, which often never comes, you lose control of the sales process. Arrange a personal meeting or, if necessary, present your proposal over the phone or via a video call.
Reason no. 2: You made an offer without properly understanding the client's needs
The presentation of your product should only come once you have sufficiently identified the client's problems and needs, once you and the customer agree that a solution is necessary, and once the client themselves wants to hear what you have to offer. If you present your product too early, you lose control because the client is not on the same wavelength and does not feel any need to listen to you. A proposal presented prematurely will at the very least complicate the successful closing of the deal and may even prevent it entirely.
Reason no. 3: The person in question did not have decision making authority
The sales process can only be planned, carried out, and successfully concluded if you are dealing with individuals who possess the necessary decision making authority. Do not waste time with people who merely serve as filters for business proposals, because you can never properly maintain control of the sales cycle when dealing with them.
Reason no. 4: The proposal was not sufficiently specific and personalised
Salespeople often lose control of a deal because they fail to adequately identify and address the client's specific requirements and problems. As a result, the client cannot properly relate to the proposed solution. Do not suggest general solutions that the customer must evaluate, review, and relate to their own situation. Instead, offer the most specific solution possible, go through its individual points with the client, and discuss them in relation to the client's particular requirements.
-mm-