Sales Diagnostics: Why Sales Fail and How Wins are Won

-

Icon for Articles about Sales Process

Missing steps in your sales process will sink your sales.

If you sell solutions to your customer’s problems and do so in highly competitive markets, then you must pay attention to the details of every step in your sales process.

For the past 32 years, our company has conducted thousands of sales autopsies across industries and around the world to find out why sales failed.

We always asked questions to uncover which step(s) in the sales process was missed or not done well enough to ultimately cause the sale to fail?

The next question is obvious, what steps must be done to cause a sale to be won? Are they the same as those that, when missed, cause the sale to be lost? Most of the time, the answer will be yes. But what changes is who does the step.

The research continued by pointing to a step and asking, does this step need to be done? What are the consequences if this step is not done?

This is how you can validate the steps in your sales process. Just make a list of the steps in your sales process, look at the sales that failed, find the step or most often, pattern of steps that were missed that caused the sale to fail. If it’s not apparent, then you’re missing a step in your sales process. You must get down into the weeds. Become diagnostically minded.

Let me save you a lot of work. The sales process we used in our research is based on the psychological buying process. It’s now called the Strategic Sales Plan. It’s a comprehensive sales process of 201 action items to complete 44 steps organized in eight phases.

After the initial 2,500 sales autopsies conducted with various companies around the world, we refined it to the point that after you validate it for what you sell, you will find the patterns of missed steps that cause your sales to stop or stall – 100% of the time. You will find the pattern of steps that must be done to cause your sales to be won – 100% of the time.

Resources

Strategic Sales Plan book cover
Select this link to eBook: Strategic Sales Plan
Select this link to eLearning course: Strategic Sales Plan
Select this link to Bob’s bestselling books: 
Select this link to Objection Free Selling (Now 40 months on Bestsellers list): 
Select this link to connect with Bob on LinkedIn.

View the Strategic Sales Plan Sales Process: https://www.strategicsalesplan.com/

Select this link to download the Free 2-page Strategic Sales Plan Sales

Robert P DeGroot, M.Ed., DCH
Author of 22 Best Selling eBooks

Sales Training International

https://www.saleshelp.com for more information

© 2020 Robert P DeGroot

Dr. Robert "Bob" DeGroot is the founder and president of Sales Training International. He is a bestselling author, counselor, consultant, sales professional, and trainer. He has over 40 year's experience in the fields of sales, sales management, customer service, psychology, hypnosis, and program development. He holds a Bachelor of Arts degree in Psychology and Master of Education in School Psychology from Texas State University. He earned his Doctor of Clinical Hypnotherapy degree from the American Institute of Hypnotherapy. He is the author of 70 + Instructor-led training manuals, 50 + Web-based training courses, and 40 + books and ebooks.

Comments

Post a Comment

Popular posts from this blog

Can you sell big-ticket complex items over the phone?

-
Image
Million-dollar major account selling Before you say, what you sell is different and can’t be sold over the phone, consider these possible scenarios. The person calling was previously a buyer with another company and is now with a different company. The person calling has already done their research and has chosen what you sell and now needs to work out the details and place the order. Your value proposition is so obvious, your company so credible, and the customer’s need is so strong that it’s just a matter of working out the logistics. All of these scenarios are true, and I’ve personally experienced all of them and many more. So yes, you can sell anything and everything by telephone – even million-dollar sales are possible. My personal best was a $6 million sale of engineer products. Our Major Account Call Center (MACC) made sales ranging from $25K to $250K and three over a million during our first year. They sold fueling services, mobile maintenance, software, medical devices, af
Read more

Prevent the Objection, "Not Interested." Strategy 5 of 6

-
Image
Objection 1 of 85: Not interested . When does it usually occur? Initial contact. Probable Cause: Prospect does not believe a need exists. Objective: Establish a need. Prevention Strategy five of six: Always address commonly known problems your Unique Selling Points (USPs) can fix that are often faced by decision-makers in similar roles. This will bring the need to their attention. Talk about what's missing (the problem) that your USPs can provide. When you use a search engine online, you usually include the problem or symptom descriptions in your search string. Use this same thought process when you're helping the decision-makers you typically call on to help them find the needs they might not even know they have. Let's return to our ultra-simple example to illustrate this point. F eature: Containers made of plastic A dvantage: won't rust B enefit: eliminate hard to clean rust stains, cost of replacement barrels, and unsightly products sitting on the shelf. If you sell
Read more

General Strategy to Prevent "Need Exists" Related Objections

-
Image
Objections are legitimate criticisms about your products, services, company, and self, based on what the prospect currently knows. It means that prospects can make “new favorable decisions” once they get new or redefined information that answers the “criticisms.” Your competitors’ strengths trigger objections. Industry concerns, company reputation, and other issues specific to what you sell can trigger objections. Unanswerable objections are those with no direct answer. The prospect objects because they want something you can’t offer but your competitor can. Conditions look like objections, but they are not. Conditions are the minimum specifications or requirements that must be met for the customer to benefit from the purchase and at the same time not be harmed by the purchase. There are three basic ways to handle objections: Prevent them from entering the prospect’s mind. Preempt known objections when the timing is best for you. Respond to expressed objections using a consi
Read more