Top 3 Reasons Why People Don’t Close the Sale

July 10, 2012 by  Filed under: Sales 

When you’re in sales, what is your desired outcome?

Is it to make a certain amount of sale calls?

Perhaps it’s establishing and keeping rapport throughout the encounter?

or maybe it’s to build trust and strong client relationships?

All of those goals mentioned are important but they are not the ultimate goal. Each of these targets are merely stepping-stones to what you really want:

The exchange of money for the value you have to offer.

The value that you have to offer can take many forms. It can be advice that you offer that will help your clients get to where they want to go, products that you create that your clients can use (i.e. iPad) or services you provide for them so they don’t have to do the actual work.

Anytime I mention money as part of a goal, people automatically feel uncomfortable. Please understand that your goal is to exchange money for your value because money allows you to exchange for things you value. It is the medium by which we easily trade value. It is altogether possible for me to pay for my meals with sales training workshops but it’ll only work if the person providing me the meals want my workshops at that time. The reverse is true as well. Someone can technically pay me in books for my coaching services but only if I want the book.

Money is what deals with this problem. It is widely accepted and it’s easy to handle.

I hope now you see what it is important to keep in mind that your final goal is not making enough sales calls, exceptional service or building relationships but to exchange your value for money which you can then exchange for products and services that you find valuable.

Ok? Good.

There is only one way to accomplish this ultimate goal.

You must ask for it.

Closing the sale just means that you are asking for money in exchange for your value. If you don’t ask, you don’t get.

This is easy to understand and easy to do but many people don’t do it because of these 3 main reasons:

1. Low Self-Esteem – People don’t ask because they don’t believe they are worth getting. They don’t see the value they have to offer so they don’t feel deserving of receiving money. The fix for that is to really believe in yourself. Low self-esteem can only be controlled by you. This is great news because it means only you can lower or raise it. It never makes sense to lower it so just change your belief now about who you are and how much value you have to offer to your clients.

2. Don’t Know How – Another reasons people don’t ask is that they don’t know how to ask. They assume that people should recognize them for the value they have to offer. They wait for the clients to come and they end up waiting a long time. There are numerous sales workshops, books and information that can teach you how to ask. Most of them work so just pick one and start applying the techniques.

3. Pride – Many of us are raised to think that asking equals to begging and that sales is a low profession. This cannot be further from the truth. You must believe in the value you have to offer and recognize that you’re actually committing an injustice by not sharing it with the people who would benefit from it. Every company and person got to where they are by asking, please don’t confuse it with begging. This applies even to fundraisers for charities. The value you have to offer is allowing people who want to help the less fortunate do so. Now if you don’t have value to offer and you’re asking for money then that’s begging.

An additional reason people don’t ask for the sale is the fear of being rejected. This is a combination of pride and low self-esteem because you don’t want to have someone say no to you because you’re suppose to be this awesome salesman. This thinking occurs when have low self-esteem because you’re allowing a rejection to affect your self-worth (remember, self-worth is determined only by you).

If you are one of those people who have trouble asking, really look at what is preventing you from asking and deal with it. Then just go out there, show the value you have to offer and ask for money for that value.

You’ll be surprised how accurate and powerful “Ask and you shall receive” really is.

Robert Chen is the founder of Embrace Possibility and his passion is to help undervalued individuals reach their full potential.

If you’re having a tough day and want a simple and effective way for feeling better right away, check out Robert’s article on How to Feel Better. As a bonus, the article will tell you how to get a free copy of the Feeling Better Cheat Sheet.

If you want to learn how to Sell with Integrity, check out Robert’s Sell with Integrity Series.

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