How To Close 40% Of Your Prospects

By Sharon Drew Morgen

Right now, although you may have several hot prospects on line to close, you will only close 7% of them, statistically. Of course, it always looks like they will ALL close, but they dont. Why? Because we treat the buyers Identified Problem as if it were an isolated event and not just one small part of a larger system.

Until buyers recognize and manage all of the systems issues that must be managed, and come up with their own unique solution design that includes appropriate buy-in, they will do nothing. No matter how great their need, or appropriate our solution, they will do nothing without the buy-in.

If you start your relationship with a decision facilitation approach Buying Facilitation™ if you will rather than gathering needs and assuming they have a problem you can fix, you will not only help buyers speed up their decisions and close the sales cycle gap, but you will bring many more prospects into relationship with you.

Buyers dont buy because of you or your product you are a great sales person. They dont buy because their internal system has unresolved issues that must be managed before they can do anything. Unfortunately, we begin the sales process at the wrong place in the buyers decision cycle. But you can change that. Help them decide how to address their buying decisions first.

Video produced by CanDoGo, www.candogo.com. Sharon Drew Morgen is one of the exclusive experts for CanDoGo, a company that delivers concise advice for sales, leadership, personal development, and motivation over the Web.

Category:

Education

Tags:

• prospects
• close
• sales
• buying decisions
• decide
• product
• relationship
• identified problem
• talking
• vlog