It doesn’t matter how good you are at selling, your close rate will never be 100%. But if you’re consistently losing deals you should have won, there’s probably a reason — if not several.
Fortunately, once you diagnose the cause, you can improve your process, and ultimately, your results.
The 5 Major Reasons Prospects Don’t Buy
1) You’re trying to sell to everyone
What this sounds like: “I’m not sure my company really needs [product].”
A good sales pipeline is about quality, not quantity. If your prospects aren’t buying from you, reevaluate the quality of your opportunities. Have they been carefully targeted? Do you know why they’re good fits? Or are you simply trying to sell to anyone who shows the slightest bit of interest in your product?
While it might seem counterintuitive to walk away from anyone, narrowing your focus to the most qualified prospects will…
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