3.6.5 Lost Sales and Closing Errors

Confusing or Frustrating the Buyer

If the salesperson has not been listening or has not understood the customer's need and wants, mistakes will be made.

Salesperson Becomes Impatient

Probably one of the biggest errors salespeople make is talking too much, rather than listening. When the salesperson does not take the time to listen, or begins to pressure the customer, the sale will usually fail.

Persistence

Customers are highly knowledgeable in today's society.  They cannot be bullied into sales. Selling is about realizing not everyone will buy – not every presentation (no matter how strong) will result in a sale, but selling is about not giving up until the decision is made.  Persistence is not being annoying.  It is about reaching the objective of both the customer and the salesperson – a satisfactory sale.