Having trouble closing? Sales reps would love to close every deal. But the reality is that closing is one of the most difficult aspects of the sales process. Even if…
Having trouble closing? Sales reps would love to close every deal. But the reality is that closing is one of the most difficult aspects of the sales process. Even if everything seems good, you have great rapport with your prospect, and all your ducks are in a row, things often go awry when it comes to asking for the close.
If you are not completing deals, it’s natural to get discouraged. Some may even begin to panic. But you need to understand that you are going to be rejected a lot more than having a client accept your sales proposal. Rejections and objections are part of the job. Therefore, it’s vital to understand when you are just going through a lull or only have a minor issue, and when you should start to panic.
Here are some sales recruiter tips to know when you need to panic if you are not closing:
Sales reps will have up and down weeks, months, and quarters. Sales aren’t linear, so if you are not making your numbers right now, you may be in a down period. For many organizations, sales can be seasonal and related to the time of year. For example, if you sell lawn care packages, you will do the bulk of your sales in the spring and summer months.
It’s time to start panicking if you are not making your sales numbers during your peak times. Consistently failing to make your sales targets is a sign there is an issue with your sales process or closing techniques.
Many sales reps and managers can quickly identify the reasons why they are not closing. They may notice a particular sales strategy or technique that is not well received by customers. Metrics can signal why you are not closing. But when you can’t pinpoint the issue, even after investigating potential factors, it may be a time to panic. If you can’t pinpoint the issue, you can’t fix it and you will continue lose sales.
Want to improve your sales numbers? Check out these sales blog posts to improve your ability to close. They outline a number of effective strategies you can use to improve your closing techniques:
SalesForce Search is a sales recruiting company which specializes in the recruitment and placement of sales professionals. We recruit salespeople in every sector of the economy including, software, manufacturing, financial services and medical devices. Find the right salesperson for your organization, start your search here.
Rhys is a tenacious, top performing Senior Sales Recruiter with 15+ years of focused experience in the Digital Media, Mobile, Software, Technology and B2B verticals. He has a successful track record of headhunting top performing sales candidates for some of the most exciting brands in North America. He is a Certified Recruitment Specialist (CRS) and has expert experience in prospecting new business, client retention/renewals and managing top performing sales and recruitment teams. Rhys enjoys spending quality time with his wife, son, and daughters, BBQing on a hot summer day and tropical vacations.