Why NOT Closing Deals Can Be Good For Your Team
Sales deals fail most commonly because the salesperson didn’t try to close. It seems obvious, doesn’t it? But unless your sales team has the skills to drive the conversation and put themselves in a position where they can close. They won’t.
Failing to close is only a failure if nothing is learned from it.
If your team isn't closing any deals, the most important part is learning from that experience before trying to move on and enhance their skills from it.
So, what can your sales team learn from not closing deals?
1) Learning to deal with rejection.
Selling is an emotional job full of highs and lows, successes and failures.
Rejections are countless and sometimes harsh, so you must learn how to deal with this rejection in a healthy way.
Take five. A break. A walk. If you’re a smoker, smoke. Don’t start! Listen to your favorite song. Or sit down and vent to a co-worker over coffee. Give yourself a pep talk. Take up a kickboxing class.
Create outlets for your stress or emotion, so it doesn’t impact other parts of your life.
Eventually, you can learn to turn your feelings of rejection into determination for the next prospect.
2) Learn to deal better with people.
Selling is not about the seller. It’s about the buyer and their needs. Empathy is the key.
Are you too cold? Talking too much? Are you selling too hard?
Be sure to keep on topic, but if you have time, get to know your buyer. They won’t necessarily remember facts about your product, but they may remember that you both played indoor basketball.
People remember conversations and stories and interests. Connect with your buyer, and have a genuine interest in adding value to their business.
3) Learn how to pinpoint the right people.
Maybe you can’t close because you aren’t getting past the gatekeeper. Or you’re talking to the wrong person. Or maybe you’re not even selling to the right company!
Research the potential customer beforehand to confirm whether they are in fact a prospect. If you can’t add value to their business, maybe they aren’t the right company to approach to hit your sales quota.
Then ask the right questions. Be kind but direct.
Who makes the buying decisions? Can you point me in the right direction?
Ask the right questions!
4) Learn to enable sales.
Sales training is hugely beneficial to your sales team.
Do they have the right tools, resources, and knowledge? Each time a member of the sales team fails, ask them what they needed to close the deal. Was the customer profiled correctly?
Is there information missing on your product sheet? What do they need to close next time?
Analyze what went wrong.
CRM (customer relationship management) systems allow you to collect, store and utilize buyer information gathered from telemarketing, direct marketing, consumer contact with sales reps, landing pages, web forms, and emails, etc.
5) Learn courage to approach the close.
How do you close? You ask.
Don’t be afraid to approach the close.
If you’ve asked the right questions, approached the right buyer, established a need and offered a solution, don’t be afraid to summon up the courage to ask whether the buyer would like to give you their business.
If you don’t ask, you don’t get.
6) Learn what to say.
Knowing your product inside and out is essential, but knowing when to create silence is also important.
You need to create the opportunity to listen.
If you spend the entire time talking, you’ll walk out without knowing how the buyer felt at all. The more information you bombard your customers with, the more chance they’ll be confused or tune out.
Each time you fail, you’ll learn more about what to say, when to say it, and how to say it.
7) Learn to follow up.
It takes between 7–12 contacts with a new prospect for them to commit.
However, a lot of sales professionals give up after 2 or 3 attempts. So, keep trying!
Just remember, buyers are the reason you’re employed. If selling and closing were easy, you wouldn’t need specially trained sales professionals.
So, when you meet a demanding buyer, who has no intention of allowing you to close, you should take it as a challenge, learn from it, and improve your game.
Not closing might mean a short-term loss for your company, but it can turn into a long-term gain for you.
The more you fail, the more you’ll learn, and eventually, you’ll be able to close with even the hardest buyers.