The Real Reason Your Deals Are Not Closing

By Alistair McQuade

After the Sales Presentation….

“That’s in the bag and I’m going to call on Friday to hear if we’ve won. I’m pretty sure we have won the deal, the meeting went really well….”

Changes over time

Recognition of needs

Evaluation of options

Resolution of concerns

Decision

Implementation

Friday Comes and Goes….

Call for the deal

Call again

Call again

Call again

Call again

Call again

Call againCall again

Call againCall again Call againCall again

Between Proposal and Decision is…

Previously unknown concerns surface. Once the concerns have been satisfied, the customer makes the decision.

Changes over time

Recognition of needs

Evaluation of options

Resolution of concerns

Decision

Implementation

Implications of not managing concerns

Changes over time

Recognition of needs

Evaluation of options

Resolution of concerns

Decision

Implementation

• The customer gets annoyed • The senior management team and the

operational side of your business become annoyed

• The customer sees a great opportunity for a discount

• The customer chooses the ‘do nothing’ option • The competition moves in and steal the deal

from under your nose.

Where most deals are won and lost

Changes over time

Recognition of needs

Evaluation of options

Resolution of concerns

Decision

Implementation

• Stay close to the customer• Show how other customers have mitigated

their concerns and risks. • Predict what concerns they could have in

advance and how they could be avoided.• Put contingencies in place to

ensure there is a safety net• You can add real value as a

sales person

more resources at salestrong.co.uk

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The Real Reason Your Deals Are Not Closing

By Alistair McQuade