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6 Mistakes That Lose the Deal

6 Mistakes That Lose the Deal

Sales success sometimes appears mysterious to those who haven’t studied it in great depth. Despite the desire by many to believe that success in sales is dependent upon inherent traits like charm and likeability, sales success is actually based on a skill set. Those who are extremely successful spend years honing their craft.

One way to learn to sell is to study what not to do. By examining and understanding what salespeople do to lose the sale, you’ll become a better salesperson.

Fear of Rejection

The number one reason most people fail is their fear of failure and  rejection. This fear holds them back from so many of the actions necessary to be successful before and during the sales call. Salespeople often blow the deal very early in the process by letting fear get in the way. It stops them from picking up the phone to make the cold call to set up the appointment with the prospect they really want to get in front of. In fact, they make excuse after excuse as to why cold calling doesn’t work just to avoid the rejection they fear.

Often fear makes them lose the deal in the initial discovery meeting. The salesperson gets in the door, but then is afraid to ask the tough questions that will provide a real understanding of the prospect’s challenges and how they can help solve them.

Fear has eaten many salespeople for breakfast.

Lacking Sales and Business Acumen

In the old days, sales acumen was the foundation of a successful salesperson. It primarily encompassed understanding the sales process and the right tactics to use at each step throughout the process. Of course, sales acumen is still necessary, but without a real understanding of how business works a salesperson can’t keep up in this high-pressure world of free-flowing information.

How can you help your customer really understand their problems and potential solutions if you don’t understand business fundamentals? The answer is, you can’t, so you must educate yourself. You do that by reading blogs and books, taking courses, and studying successful businesses and what makes them succeed. You can be certain that there is another salesperson in your market doing just that. If they get in front of your prospect they will win the deal because their business acumen will give them a leg up on you if you lack it.

Not Gaining a Commitment for a Next Step

Too many people put tons of work into the front end of the deal. They prospect accurately, they cold call successfully, and they land the appointment. They even have a pleasant first sales call with their prospect, but they make one crucial mistake – they don’t gain a commitment for the next step during that first call.

Whether you’re selling a simple product or something more complex, if you do all of the lead-up work to land a call but don’t walk away from it with a commitment for a next step – no matter how small that step may seem – you’ve probably blown the deal.

Not Getting all of the Stakeholders in on the Decision Making Process

When you finally work your way up to the close – to the point you’ve worked so hard for, the ask – you will blow it if you don’t have all of the people who have a say in the deal in the conversation. This is where business acumen again comes into play. You need to be able to understand who really makes the decisions and who their stakeholders are. Who are the people on the ground that will use the solution you sell? In order to be successful, you need to involve all of the decision makers and get all of them to buy in. Otherwise, you may win the trust of some of the stakeholders, but you won’t be successful if the practitioners aren’t on board.

Lack of Differentiation

It isn’t enough to be liked. It isn’t enough to build relationships. In order to close the deal, you need to be able to differentiate yourself and your product from your competitors. Whether it be through the service your company provides, the type of salesperson you are, or benefits and features your product has, your client needs to see you and your offering as different. It is the salesperson’s job to make the prospect see and believe that their product is different; otherwise, they’ll simply continue to do business with your competitor who they’ve known far longer.

Your prospect may like you, and even like your offering, but they won’t budge from their current solution if you haven’t made yours stand out.

Not Making the Ask

This ties us back to the beginning of the discussion on what causes salespeople to blow the deal. The primary reason is because they don’t make the ask. Your prospect will not normally ask you to purchase your offering – you absolutely must ask them. That means putting yourself out there and yes, it means they may say no. But prolonging the sales process simply to avoid hearing “no” is the critical mistake so many salespeople make.

If you’ve done your prospecting research properly, built a relationship, created dissatisfaction and differentiated your product, there is nothing holding you back – but yourself – from making the ask. It must be done for you to find success. The worst thing that can happen is you get a negative response, but even that has an upside IF you didn’t protract the sales process. Now you know, you can learn from the experience and ask the prospect for the exact reasons for their negative response, and move on to better opportunities. Honing your sales skills is an integral part of success, and each blown deal is a learning opportunity.

Learn the secrets of building a sales process from one of the world’s leading sales experts. Watch the webinar.

About The Author

Amy is a Writer, Editor, and Content Strategist with a background in Sales and Sales Management. She created The Millennial Think Tank to debunk much of the hype around GenY and has deep insights into all 3 generations. She also writes on Sales, B2B, Leadership and Diversity Issues. Amy lives in Florida and PA with her modern day Brady Bunch family.

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  94. A minute saved is a minute earned, and this saved hours!

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  95. ..skapet er rÃ¥fint Moa 🙂 godt at vi er flere som vet Ã¥ ta vare pÃ¥ vakkert hÃ¥ndarbeid 😉 ..tenk Ã¥ kaste sÃ¥ vakre ting..ha ei fin uke!!klem Anne♥

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  96. – AHHHHH! Such a quick but fun day…minus the driving in the snow storm haha. We were totally drooling over your camera so shiny…it had that new camera smell. The photos are LEGIT! Great work and it was so much fun getting to know you and listen to Lonnie’s long winded stories together bahahahaha!

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  97. This is nothing new. Fake has been the new reality for the left since at least as far back as 1964. It's just that more and more people are seeing through it now. I'm not worried.

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  98. Nossa Amoo esse filme ainda bem q o jasper o seth e o carlisle não morreram d verdd uffaaa!!!Too mtoo anciosa pra assistir..<3 Bjoo Bjoo

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  99. Thanks for the comment Rick. Unfortunately, I see that same mistake time and time again as well. Too often folks spend time trying to rank for the head term and ignore building up the foundation of long-tail and mid-tail terms. It’s doubly dangerous because you need the trust and authority those long and mid-tail terms can provide over time in order to win (consistently) on a head term.

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  100. At last some rationality in our little debate.

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  101. că ,,a fi stelist nu inseamna automat a-l sustine pe Gigi Becali”. Păi, conform acestei logici, nici a fi băsist nu înseamnă neapărat a avea carnet PD-L. PoÅ£i să susÅ£ii regimul Băsescu ÅŸi, de pildă, din postura de cârtiţă infiltrată în PNL.

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  102. Montaigne ! Montaigne ! Où est donc ton cheval ?L’as tu laissé dehors en franchissant ce Seuil ?Oublies tu qu’il te faut un fidèle équidé,Pour jouir de ce monde en parfait chevalier ?

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  103. Gridarlo sto imbroglio. Che poi questi vogliono il social housing non l’edilizia residenziale pubblica, il loro modello è speculazione e palazzinari. Una vergogna.

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  104. You have just broken my heart! I was going to go to SteamCon, but I had to cancel my plans due to other issues. I would have LOVED to have been lucky enough to see you. Your blog is so inspirational.I hope you're considering returning to Seattle for RustyCon in January!

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  105. Hallo danke für die Anleitung, ich habe mit ihr nun 1ff8froyo über die kitchen installiert.habe nur eine frage: bei der kitchen war ein kernel dabei. muss ich punkt 9 trotzdem durchführen? 9) 10) und 11) habe ich noch nicht durchgeführt. sollte ich das noch tun? läuft bisher super, kein vergleich zum bisherigen 1.7

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  106. Creo que, a parte de ser un beneficio para estos estudiantes, también lo es para nosotros ya que nos dan la oportunidad de conocer su cultura de una forma más cercana.

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  107. Marc se laisse allez…pu d ephots, pu de couleure jaune quand il interveint, pu de vidéos, pu d’habits de vietnam et pu de son de pow-pow t’es mort….ah le bon temps…J’ai hâte de lui poser la question..peut-être la quarantaine je sais pas…

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  108. Really trustworthy blog. Please keep updating with great posts like this one. I have booked marked your site and am about to email it to a few friends of mine that I know would enjoy reading..

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  109. WalkerMr the non religious Christian Armenian American! have you ever been to the Muslim world? Where did you learn about the islamofanatic Palestinians? Whats the subject of your message?Unfortunately, I think this is a prejudice for Muslims and Palestinians which resembles to the hostility lived by Jews at Nazi times.

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  110. Ça dit pas que tu as un problème, ça dit pourquoi ça prend du temps… Après à toi de tirer tes conclusions, oui t’acceptes que ça prenne du temps, non tu changes quelque chose. Moi personnellement j’avais fini par accepter que ça prendrait du temps étant donné ma personnalité. On se sent plus léger après une fois qu’on a fait le choix.

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  111. In harry's time, at some occasion, our inner pep goes out. It is then break asunder into flame at near an contend with with another hominoid being. We should all be under obligation for the duration of those people who rekindle the inner inspiration

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  112. well i don’t know where your from but around here i can get a windshield installed im my s10 for 150 and they will come out and do it,prob about 175 installed just because they would have to take it to the shop because its too cold outside

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  113. Great artical, I unfortunately had some problems printing this article out, The print formating looks a little screwed over, something you might want to look into.

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  114. Hi Ade,A strong social media presence certainly doesn’t hurt and I think that is why so many businesses and brands are jumping on the SM bandwagon. It has certainly worked for me.Thanks for replying.

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  115. Just have obtained your online site earlier so that i has most likely resulted in being paying attention to bear in mind this specific having a sensible. Then you definitely come with a a large number of useful information fan base then i love discover such a earth added. Keep a incredibly good practise!

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  116. Co do szansy wypadnięcia kuli to zmniejszyć dziesięciokrotnie niż była ostatnim razem. A potworki niech będą takie by każda klasa miała szansę z nimi w walce. I już czekam na ten event

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  117. -Não são gauchos.-São na verdade Sul Riograndenses, New Generatio.-Os Bombachas Cor de Rosa, por lá tem muiiito.-Pegam na cuia, em razão do formato, mas não apreciam o matear.

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  118. repris du clavier, c’est bien, bel articleau fait lelien « contact » fonctionne ou pas??pour ce qui est foot, le week end nous aura été favorable, presque rageant que l’on ai pas réussi a battre sochaux, ça aurait été formidable comptablement, bref pour le moment tout va, vu le classement hyper serré, 2 défaites et tu recules loin derrière, savourons l’instant , mais tout peut très vite changé face a des équipes relevés, du moins pas pire que nous.

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  119. the first half is perfect but ghost angle looks awkward and hence ppl got disappointed with climax. May be its bcos the tone of the movie otherwise is not surreal like say a raaz 3.

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  120. My partner and I absolutely love your blog and find nearly all of your post’s to be exactly I’m looking for. Does one offer guest writers to write content for yourself? I wouldn’t mind composing a post or elaborating on most of the subjects you write related to here. Again, awesome weblog!

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  121. What, dear Daniel do you want to do with those hundreds of thousands of bureaucrats in America or millions in Europe that should get unemployed if ever honest conservatism would prevail? We might long for the world of individualism but we have outsourced (no large workforce needing production) and streamlined (no large workforce needing agriculture) society to such an extend that it is unfeasible , especially in combination with the ever growing population. There is no other way anymore, as a society we are stuck with this, Brave New World like, ever growing and meddling government.

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  122.   EspenShit. Det er raskt. Grattis med ny pers! Da vet du at du kan levere enda fetere tid utover i mai nÃ¥r forholda blir bedre.

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  123. Puhleeze!!! I have flagged several times a video with nudity and it's still on the site. The video was added a year ago. I think the youtube flagging is either flawed, or youtube changed the rules but hasn't corrected the community guidelines.

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  124. This is really interesting, You are a very skilled blogger. I have joined your rss feed and look forward to seeking more of your great post. Also, I have shared your web site in my social networks!

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  125. Zdjęcia super. Nie trafia do mnie tylko jedno zdjęcie tzn. wolałbym go w kolorze (pod nim jest drugie z tego samego miejsca i kolor wygląda dużo lepiej).Pozdrówka świątecznie,

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  126. You know I read Susanna—sorry I haven’t posted in a couple days. Been getting over a cold, but I am starting to feel like my normal self again.

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  127. Hej Karolina!Tusen tack söta du Blogg är pÃ¥ ingÃ¥ng – det var pÃ¥ tiden – har massor att skriva om – haha!Ta hand om dig Kramar Anna

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  128. witch disse:Olá Ely. O certo seria você ir a um tatuador e se informar tudo sobre todos os tipos de tinta que ele possui. Ir a um dermatologista logo em seguida também é preciso. Mas não se engane, querida, não trabalhamos com tatuagem. Apenas divulgamos o que vocês procuram!

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  129. Simple, then. Tell them that the EU holds absolute power over immigration and that they’re the ones forcing your government to let these people in. Tell them that Lisbon will grant them that final sliver of control over immigrants coming directly to Ireland from outside the EU, so that they will never again be able to even have a say on the subject.

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  130. Just curious if you had any updates for this. It has been about 2 months. Wondering how everything is working with it now? Our company is strongly considering procuring one of these and am looking for any reviews or information I can get from an actual user of this printer.Would appreciate any comments back,Thank you.

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  131.   February 8, 2012I am really looking forward to seeing it in all it’s glory once you are done! I loved Blood Bound, and I am dying to read Shadow Bound. You are an amazing author, and I know that the end result will be awesome!

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  132. Ohhh echt? Das wär ja fies, wenn das nun nicht mehr so gut werden würde. Der erste Band ist wirklich einer meiner Lieblinge <3 so ein tollllles Buch :). Aber das weißt ja eh schon! Ich hoffe mal stark, dass es nicht enttäuschend wird *bibber*..

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  133. L’explication vient de la dépréciation du dollar face à l’euro.Depuis 2008 les prix n’avaient pas changé.Ils essaient de remettre ça à niveau.Et pis, ça fera toujours un petit peu plus de sous aux dev d’appli

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  134. Hey Lafe. Hang in there OK? Sometimes that’s just the way it goes. Do you think you have low immunity for some reason right now? One trick I use (highly effective for me) is to take a whack of echinacea when people around me are getting sick and/or when I’m noticing I’m getting sick. If I do it EARLY, I can pretty much avoid these bugs. Just a thought you could try?

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  135. Please teach the rest of these internet hooligans how to write and research!

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  136. EvilKnevil1972 on October 18, 2011 Actually no, its not helpful to me. I find your comment quite rude actually as I have had comments from you before on our videos.We do our videos in a manner of styles. If you don’t like the way this video is done, perhaps you can find one on YouTube that is done to your liking.Requests are fine, but rude comments and negative statements only make you look like a ‘fool’If you don’t care for what we teach, thats fine..go find videos you do like!Seriously…its very rude..

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  137. 443478 626849IE still is the marketplace leader and a good component to folks will omit your wonderful writing due to this problem. 288058

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  138. Yo, good lookin out! Gonna make it work now.

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  139. Amy, I saw that you cut your cheese and do the details on top of a plastic wrapper, rite? Is it the one which used to place as a table cover? You use it over and over again or you throw after you’ve done your bento? Another question – what type of wheels cutters and punchers that you mostly use? So I don’t buy which is unnecessary and rarely used…haha. Thanks .

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  140. Passe na livraria e compre um livro de interpretação de texto para iniciantes, Sr. Welton (!).Não dei "explicações mitológicas" para a pole do Hülkenberg. A citação ao mito de Tântalo foi apenas uma metáfora sobre um tipo de situação que, constantemente, se apresenta na carreira do Barrichello.

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  141. Call me wind because I am absolutely blown away.

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  142. Haha, shouldn’t you be charging for that kind of knowledge?!

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  143. Quando a Audi jogou a toalha 5 horas antes do fim, pensei que a Peugeot ia operar o #9 para permitir que o trio francês vencesse. Fiquei com pena tanto do trio do #7 quanto do #8 que foram mais rapidos o dia todo, mas tiveram problemas que o #9 não teve, mas Endurance é isto mesmo.

    Reply
  144. Hey! This is my first comment here so I just wanted to give a quick shout out and tell you I really enjoy reading through your articles. Can you suggest any other blogs/websites/forums that cover the same topics? Appreciate it!

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  145. All things considered, this is a first class post

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  146. Clear, informative, simple. Could I send you some e-hugs?

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  147. A ja lubię bardzo ten cytat z powieści Stryjkowskiego traktujący o przygotowaniach do święta Pesach:"Są to najdroższe święta. Przygotowania zaczynają się jeszcze w połowie lata. Kiedy nie zapomniało się smaku macy jednych świąt Wielkanocy, należy już myśleć o drugich." (Julian Stryjkowski, Głosy w ciemności, s.43).

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  148. Whoever wrote this, you know how to make a good article.

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  149. Calling all cars, calling all cars, we’re ready to make a deal.

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  150. ohhhh I love the ones with the laptops and you standing against the wall. Especially the one where you are around the corner sort of meeting Glugs. And i love the last one which is sort of black and white. Please tell Jeanette if she ever comes across the pond I will totally hire her to shoot some pics of Grumpy and I (or if we ever make it over to SA). She totally captured your guys and you can see how much you love each other..-= Katy´s last blog .. =-.

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  151. Now I know who the brainy one is, I’ll keep looking for your posts.

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  152. Alamme tosiaan olla siinä vaiheessa, että nettiyhteyksien toimivuuden tulisi olla rinnastettavissa puhelinyhteyksiin. Jos opetetaan ihmisiä siihen, että kaikki asiat pitää itse selvittää netistä, yhteyksien on yksinkertaisesti toimittava. Tietoyhteiskunnasta ei kannattaisi puhua, jos verkkoyhteyksiin suhtaudutaan kuin jonakin ylimääräisenä, jota voidaan pitää tuntitolkulla pysähdyksissä.

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  153. Could you write about Physics so I can pass Science class?

    Reply

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