5 Reasons Why You’ll Lose a Sale

Pssst… You can listen to this above or read below   5 Reasons Why You’ll Lose a Sale           You’re about to be armed with one of the biggest game changing pieces of sales knowledge I could probably teach you. I’d even go as far to say this: 1. You wouldn’t have heard most of these tips before. 2. You’re probably doing at least 3 of the 5 mistakes unconsciously. And with the speedy shift of new platforms to sell from such as webinars, podcast and Facebook lives …I’ve been seeing some brand new mistakes occurring (and some of the old ones as well) which are all costing you the sale! The good news is they are super easy to fix. … And super easy NOT to fix if you let your unconscious habits take over. Let’s see how many of these mistakes you are doing. I’m sure that you’ll thank me for this! 1) You Teach Too Much Meaning if you are a coach or consultant, there’s a chance that you share too much of your amazing skills and ’How To’s’ up to the point where your potential client thinks they can easily do it themselves. I call this “false inspiration” the prospect doesn’t realise the depth of knowledge and support the coach will REALLY give them. I say “A coach actually buys you speed”. Check out these two scenarios: A personal trainer might show or teach too much during their sales presentation. The prospect thinks if they just take on the advice that the trainer leaked out in the conversation; train 3 days a week, keep their heart rate to a certain intensity, and lift weights once a week. They now think they hold the secret to shred body fat, so they may as well save the money and do it themselves. I had a Naturopath as a guest speaker at my latest Mastermind Conference Retreat full of female entrepreneurs. She discussed how to manage their adrenals and not to get burned out which many women in business suffer from. After the discussion, she then sold an Adrenal testing kit in which the majority of the audience didn’t buy as they felt like they had enough information to help manage their adrenals and won’t be in need to do the test.     2) You Didn’t Ask For The Sale Many sales are lost because you didn’t actually ask the customer to make a buying decision. How frustrating, especially if you asked all the right questions that had them frothing at the mouth and then they ended up thanking you. BIG hint is that if your customer says, “Thanks so much. I appreciate your time” and never actually gave you an objection, well guess what…. you didn’t get the sales nor an objection because you didn’t ask for the sale. So how do you ask? I could write a full chapter on how to ask for the sale (well, I have a full module in my Reverse Selling System). But for now, try this super soft not overly pushy close. “So with all that information, would you like to go ahead and give it a try?” TRY is NOT a word you want to hear from a friend relating to coming to your party. However, the word TRY in a sales process is such a nice way to close. It’s a word that releases pressure, it’s a word the allows flexibility. Absolutely perfect when you are negotiator! Now understand, to try it, they need to buy it. They will never know how great it is until they try it. PLUS if it is a contractual basis, sometimes there are exit fees in a clause so it works with long-term commitments as well. You may give a 7-day cooling off period or 30-day guarantees so that also helps get them off the fence and has you feeling integral to the word TRY. Either way, just Ask for them to buy the answer at the end of your presentation otherwise the answer will always be ‘NO’!   3) You Didn’t Ask Enough Buying Questions I see more people turn their prospects off instead of turning them on. This happens when you do all the talking and telling them how great your product or service is. What you should do instead is, at the start of the sale 80% of your presentation, ask a stack of buying questions that would help the customer make very clear decisions.