HTSS162 - How you lose sales and corrupt deals (part 1) - Scott Sylvan Bell

How do you lose a sale and miss out on a deal

You will need to be open for you to close as many sales as you can.  The answers may not just be about sales. You have a personal life and it impacts your business life. When you lose deals it can be your fault and you do have input on it. 

The sales basics you can lose deals with:

• Its not typically 1 thing that loses the deal, most of the time it is multiple things. 
• There is a belief that you say 1 thing and the deal is over. When it happens when egregious
• You have to be willing to be accountable to yourself – this is an important conversation
• Most of the time its lack of focus and is sloppy
• Lack of prep show up late, no resources
• No discovery and straight to the price  
• No presentation and or fly by the seat of the pants
• Not asking for the sale
• Not paying attention to the details
• Old school sales – not understanding what ABC is and doing general dumb things
• Lack of follow up

The medium range reasons why you lose deals and sales 

It's not just the basic reasons why you don't close a deal. There are medium reasons as well. 

• Assume the deal is made so you shortcut the presentation – selling to friends and family is harder and you must put in more effort
• Not explaining the closing sequence and giving the next steps
• You don’t like the buyer. Your buyer feels these emotions.
• No focus on the end of the deal 
• Not excluding the competition 
• Lack of follow through

Advanced losses of deals

There are advanced reasons why you lose sales. Most of these reasons evolve around negotiation and your personal life. 

• There is a point where you induce greed to the buyer or yourself
• This isn’t just for the salespeople, its also the buyer
• You can lose deals, just like the buyer can
• Learn how to sell on FB, Craigslist or anything similar
• Word patterns “what is your best price” … you have to answer this the right way…

Personal reasons why you lose deals 

• Friends and family pressure 
• Lack of self-confidence
• You lose focus or have truama 
• You are not in it 
• You have evolved to the next part of your life