Why You Aren't Closing: Diagnosing Poor Sales Performance

I'm back to kick off a brand-new three-part series on a topic that hits home for many: dealing with poor sales performance.I recently heard from a listener I'm calling "Fresh Prince," (not his real name) a salesperson in Lagos who has been struggling to close deals for three months. It happens to the best of us, but as a "business doctor," I know we have to diagnose the system before we can find the cure. In this first part, I'm breaking down three major areas where your sales process might be breaking down:1. Targeting: Are you chasing everyone with a pulse, or are you actually talking to your Ideal Customer Profile? If you're selling roofing sheets to someone who just broke ground on their foundation today, you're way ahead of yourself.2. Advancements: A sale isn't just one big jump; it's a series of mutually agreed-upon next steps. If you aren't securing a commitment for the next meeting or a site visit, you aren't advancing, you're just talking.3. Conversation Frameworks: From building rapport and credibility to using tools like BANT (Budget, Authority, Need, Timeline), you need a roadmap for your conversations so you aren't just "freestyling."Sales isn't magic; its about looking under the hood and fixing what's broken. If you're feeling like Fresh Prince and need a detailed consultation to look at your data and your process, reach out!