We’ve all been there.
You’ve tried everything you can think of. You’ve made your best offer and then some. This time, no matter how hard you try, you just can’t seem to get the client to sign on the dotted line.
Regardless of the industry you work in, the ability to close the deal is crucial to the success of any sales person. Over the years, I’ve identified one very important key reason why sales opportunities simply won’t close – and outlined to help you negotiate your way through, to get that all-important sign-off.
Reason #1: A lack of trust.
If the prospect doesn’t trust you, odds are, they won’t buy from you.
Yes, I know – we’ve all seen companies buy from sales people they don’t trust. Maybe you’ve even done this yourself from time to time. Think about this statistic: in 98% of cases where a sale is transacted in a low or no trust relationship, the client will never place another order. Instead, they shop around for the next best deal whenever they need to reorder.
In high trust relationships, the exact opposite is true. On average, 100% of clients in high trust relationships reorder without even considering another option. As we all know, repeat orders are the single most effective way to decrease transaction time and increase profits.
In short, building trust is critical to successful selling. So at every step of the sales process, ask yourself: “is what I’m doing right now eroding trust, or is it enhancing or building trust with my prospects?”