Why Salespeople Fall Short!

Dear ToddCohen.com Sales Community,

In response to you requests, here is my list of  the “Top Reasons why Sales Reps don’t close the deal.”

  1. Failure to ASK for the Order. (ASK! You have earned the right.)
  2. Failure to create and leverage a Virtual Team (a.k.a. your own Sales Culture)
  3. Taking a “NO” as a NO instead of needing to “KNOW” more.
  4. Poor negotiation skills – failure to find a “win-win.”
  5. A mismatch between your offering and the client’s pain points.
  6. Making it about price and not about value.
  7. Not getting all the “cards on the table.”
  8. Missing the BIG Picture and the client feeling under-served. Not reviewing the contract early enough.
  9. Rushing the deal and not building rapport.
  10. Lack of confidence in yourself or your products.
  11. Wrong decision-maker.

The good news is that as a Sales Professional, you can handle all of
these areas by being aware, taking your time and leveraging your Sales Culture!

Good Selling!


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