The 10 most
common
r e a sons
your
deals
don't close
1. N o t Do i ng Y o u r Ho m ew o r k :
Before you can sell anyone a...
3. Y o u di dn' t M ak e C o ntact:
This one is easy.
If you don't make contact, you are never going to make the sale.

4....
7. N o C o nvi cti o n o r C o m m i tm ent
Many people are interested in something, but they are not
committed to buying ...
10 . Y o u di dn' t C r eate A Fu tu r e R el ati o ns h i p
Ever hear of buyer's remorse and they want their money back? ...
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Why Deals Dont Close

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Why Deals Dont Close

  1. 1. The 10 most common r e a sons your deals don't close 1. N o t Do i ng Y o u r Ho m ew o r k : Before you can sell anyone anything you must know something about what they want so you can give it to them. You must know who they are and what you want to ask them before you first talk to them. If you cannot give them what they want, of course they are not going to buy. 2. N o t B ei ng i n a Peak State If you are tired, not thinking clearly, upset, unhappy, depressed or any of the hundreds of other negative states you could be in, do you think you will make the sale? Would you buy from a depressed or unhappy person? Not Being in peak states means Fear is more likely to stop you. How many sales have you lost because fear stopped you from even calling someone? If you are not in a peak state, you cannot expect to close the deal.
  2. 2. 3. Y o u di dn' t M ak e C o ntact: This one is easy. If you don't make contact, you are never going to make the sale. 4. Y o u di dn' t gai n th ei r tr u s t. People don't buy from people they don't trust. If you don't gain people's trust when selling to them, you can forget about them buying, even if they want it. People will go out of their way to find someone they trust to buy from, even if it is the exact same thing you are selling. If People don’t trust you, they will not buy from you. 5. Y o u di dn' t C r eate Inter es t f o r th em . You need people to be hanging on your every word saying, quot;tell me more!quot; You cannot do this by telling them more, you cannot do this by telling them what you think they want to hear, you cannot do this by telling them how great the product is. If people are not interested, they will not hear a word you say, no matter how relevant you think it is to them. If people are not listening, they are not buying. 6. Th ey w er e never go i ng to bu y anyw ay. You know those deals you spent so much time on, only to never have them close? There are five simple questions that will immediately let you know whether your potential client is going to buy or not. No more wasted time chasing prospects who are never going to buy anyway. Like if your prospect doesn't have the money, they will not buy. If you waste time on prospects who no matter how great the deal will never buy, well, they will never buy.
  3. 3. 7. N o C o nvi cti o n o r C o m m i tm ent Many people are interested in something, but they are not committed to buying it. The difference between committed and interested is intersed prospects might by if it is easy enough. Committed prospects will do what it takes to buy. If you don't get your prospects commitment to buy, you will lose the deal. 8. It w as n' t r eal f o r th em You can have the best product in the world, but if your prospect doesn't believe it will work for them, it makes no difference what you say. People have to believe that the results your product delivers are possible for them. If your prospect believes the product delivers results for others, but not for them. Yet another deal will not close. 9. If Peo pl e h ave u nans w er ed o bj ecti o ns People will almost always have objections. But if you leave any objection unanswered, it will stop the person from buying. Imagine someone thinking, You know I would like to buy, but I don't think this does what I want. Of course they are not going to buy. Unanswered objections always are deal breakers.
  4. 4. 10 . Y o u di dn' t C r eate A Fu tu r e R el ati o ns h i p Ever hear of buyer's remorse and they want their money back? If people cannot see themselves with the product or service in the future, they will want a refund. You must create a future for them with your product or service otherwise otherwise even if the deal closes, it will fall through. I am go i ng to m ak e a r eal l y bo l d cl ai m . R EA L L Y B O L D. 80% of the time you spend selling is wasted How many times have you gone through the perfect presentation, only to get a quot;noquot;? All the time you spent is now wasted. And as I said earlier, every single time a deal doesn't close, it is ALWAYS because you didn't do or didn't effectively do one or more things. If People don't have any one of the following they are not qualified and you are wasting your time with them: A need for your product or service A desire for what you have A problem your product or service is fixing The authority to make the decision or The money to buy what you are selling Not Prospecting. How many countless times were you going to prospect, you even scheduled time to do it, but then never did it or quit after one or two calls? How many days, or should I say weeks or months have you wasted by not prospecting like you know you quot;shouldquot;? Fear of not knowing what to stops say is what stops many people from prospecting. When you do your prospecting. homework, which is one of the steps you now know what to say. You are prepared and almost excited to cold call people. Ok, not really excited, but at least comfortable and confident in doing it.

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