HTSS162 - How you lose sales and corrupt deals (part 1) - Scott Sylvan Bell

<p>How do you lose a sale and miss out on a deal</p> <p>You will need to be open for you to close as many sales as you can.  The answers may not just be about sales. You have a personal life and it impacts your business life. When you lose deals it can be your fault and you do have input on it. </p> <p>The sales basics you can lose deals with:</p> <ul><li>Its not typically 1 thing that loses the deal, most of the time it is multiple things. </li> <li>There is a belief that you say 1 thing and the deal is over. When it happens when egregious</li> <li>You have to be willing to be accountable to yourself – this is an important conversation</li> <li>Most of the time its lack of focus and is sloppy</li> <li>Lack of prep show up late, no resources</li> <li>No discovery and straight to the price  </li> <li>No presentation and or fly by the seat of the pants</li> <li>Not asking for the sale</li> <li>Not paying attention to the details</li> <li>Old school sales – not understanding what ABC is and doing general dumb things</li> <li>Lack of follow up</li> </ul> <p>The medium range reasons why you lose deals and sales </p> <p>It's not just the basic reasons why you don't close a deal. There are medium reasons as well. </p> <ul><li>Assume the deal is made so you shortcut the presentation – selling to friends and family is harder and you must put in more effort</li> <li>Not explaining the closing sequence and giving the next steps</li> <li>You don’t like the buyer. Your buyer feels these emotions.</li> <li>No focus on the end of the deal </li> <li>Not excluding the competition </li> <li>Lack of follow through</li> </ul> <p>Advanced losses of deals</p> <p>There are advanced reasons why you lose sales. Most of these reasons evolve around negotiation and your personal life. </p> <ul><li>There is a point where you induce greed to the buyer or yourself</li> <li>This isn’t just for the salespeople, its also the buyer</li> <li>You can lose deals, just like the buyer can</li> <li