Inscrivez-vous ou connectez-vous pour rejoindre votre communauté professionnelle.
Sales people and management sometime wonder why they lost the sale, and what went wrong .... They may wonder why after all this effort and this price squeezing to be the lowest price and they still fail .. They wonder about those nice people in the customer side and despite all the good things they say about us and still they go to someone else for business .. If you find yourself in this awkward situation, let us solve the puzzle for you !
There are lot of factors of low sales, price is not a issue or factor of low sales.
Sales team must be a good finisher (they open good sales deals but not finish to get sales also)
Customer needs must be identified (hidden needs)
Don't make lengthy processes for sales deals, always be customer friendly. Ttake order confirmation first.
To find reasons, always put your foot in customer shoe.
Honesty is the best policy
The most important reason, apart from the factors mentioned in the question (low price, effort of salesman et al.) must be the follow up or rather the lack of it. If you do your best sales presentation and even provide the client with excellent rates, if you are not doing periodic and structured follow ups with him, you can consider the business lost.
I am dealing with capital investment sales and I can vouch for the importance of following up. Some times you have to follow up for months, but this is not necessarily a bad thing. Sales is all about personal relationships as well and this continued contact would only help you to build a relationship with the client.
Another reason must be the name of the company in the market. Usually a client will check in the market only after the sales pitch and however good your pitch is, it doesn't matter if the client get bad vibes about your product from the market.
