Lost sales can and do happen, and when a sale is lost that formerly seemed as if it were a certainty, sales people are often at a loss to explain why. However, it is within the sales person’s power to keep prospects in the buying cycle until the close, which means that you can prevent losing a sale before the prospect starts to disengage from the sales process. Follow these tips to learn how to prevent lost sales and keep your sales numbers growing.
Engage the Prospect Better Than Your Competition
When you want to prevent losing a sale, you must always be at least one step ahead of your competition. Always be aware that the ideas and concepts that a prospect discusses with you could be inspired by discussions that he or she has had with your competitors. Never miss an opportunity to engage your prospect and avoid losing sales to the competition by:
- Finding out early whether the prospect is working with or is considering reaching out to competitors to consider similar offerings. If you know that the prospect is keeping his or her options open you will be encouraged to work harder for the sale, which can create engagement that helps you prevent losing a sale.
- Always asking follow up questions when the prospect is discussing his or her needs and areas of pain; if you can show that your offering will meet more needs more thoroughly than any competing offer, you can prevent losing a sale.
- Working to bring more decision makers into the buying discussion and connecting to more individuals within your target organization, can increase your engagement and shift the buying decision in your favor.