In this episode, James covers a topic that many ask him about. That is “Why am I not closing deals”, James gives an honest account of why you might not be closing a deal, talking honestly about how a higher value deal could mean more work than closing in the early stages.
James breaks this down into reasons why you might not be closing a deal, they are:
1) Understanding the true outcome of the first meeting, often we think the meeting has gone really well, when in fact we may have missed key signs. This is all about emotional intelligence, have you read the signals and be self-aware enough to understand how that meeting really went?
2) The buyer simply isn’t in enough pain - we buy because of a pain, or a desire. If that pain is not enough then you are fighting a losing battle. How much does your buyer want the solution you offer?
3) Priority - how high up is your solution to your buyer? Are their other problems a higher priority on their list, most companies or people will have a certain budget to spend, and naturally we prioritise what we need to around our budget. We can establish this by asking great questions.
4) Passion - is this something that your buyer is passionate about? Do they truly care about the problem or solution that you offer, again by asking great questions we can establish this and understand how important our solution is to our buyer.
5) Belief and Trust - Does your buyer truly believe that you will solve their problem, do they trust you to truly deliver their desired outcome for them? Case studies are extremely powerful but we need to ensure our buyer understands how our solution will benefit them.
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And finally, did you know that James is soon launching a course, all about how to build the PERFECT sales plan for your business! If you would like to be kept informed, visit the website here: www.jameswhite...