If you’re losing sales then it’s usually down to these very basic reasons (despite what sales gurus might tell you!):

1. You’re missing the mark on value.

If what you’re offering doesn’t solve a problem or make life easier for your customers, they’re not going to buy. It’s as simple as that.

2. You’re not really listening.

Ever been on the phone with a salesperson who just talks at you? Not fun. Listening to what the customer needs is the first step to making a sale.

3. You’re jumping the gun.

Nobody likes feeling rushed. Pushing for a sale before you’ve built any kind of relationship is a surefire way to turn people off.

4. You’re wasting time on dead ends

Not all leads are worth pursuing. Learn to spot the ones that are just going to waste your time.

5. You’re ignoring objections

Brushing off concerns instead of addressing them only makes the customer more hesitant. Take objections seriously and work through them.

6. You’re forgetting to follow up

Out of sight, out of mind. Don’t let prospects forget about you—follow up and stay on their radar.

7. You’re making things complicated

Keep it simple. A confusing sales process is a sure way to lose customers.

8. You’re pretending competitors don’t exist.

Know your enemy. No solution is so unique that it doesn’t have any competition. Ignoring the competition won’t make them go away—it’ll just leave you in the dust.

9. You’re blending in instead of standing out.

If you’re just another fish in the sea, why should anyone choose you? Find your unique selling point and shout it from the rooftops.

10. You’re skipping the relationship-building part.

People buy from people they like. Take the time to build relationships—it’ll pay off in the long run.

Losing sales feels awful but it’s not the end of the world. Learn from your mistakes, tweak your approach, and carefully rebuild your pipeline being mindful of the above.

Is there anything I’ve missed? What would you add?

#sales #selling #edtech #pipeline #relationships #closing #saleprocess #edtech

No matter what the question or situation my 4-year old niece will always, always ask “why?”  And she asks this because she genuinely wants to understand what’s going on, what is the reason behind it.  As grown-ups we become experienced in our field and come to know our customers and competitors well and, as a result, we stop asking why because we feel we know the answer – and to be fair there’s a good chance we do know the answer.  But the point at which you stop asking “why?” is the point when you start becoming a less effective sales person for two reasons:

1. Things change; you may be able to able to make a fairly good guess at what’s important to your client right now but never assume – you don’t know what’s around the corner for them so you should ask.
2. You may stop asking “why?” because your experience tells you the answer, but asking questions is so important as it shows your clients you are interested in understanding their specific needs. They may be different or similar to everyone else, but you need to take the time to let them explain what’s important.

So try it, keep asking “why?”  I’m not suggesting doing it in the manner my 4-year old niece does (e.g. relentlessly, and often accompanied by tantrums) but I would certainly be sure to ask the question as you’ll be surprised by the results – especially when you’re the only person to have taken the time to ask.