It's hard for people to sell products, but fear is often what stops people from making a sale. It's important to understand that fear is an emotion and it can be overcome when you learn how to identify your own emotions. By understanding your emotions, you'll be able to avoid the stigma of being a "sales person" and instead present yourself as a likable and helpful individual who can help.
Fear arises in this stage for one of two reasons: you're having problems finding leads, therefore prospecting makes you nervous since you're worried about not being able to locate new clients. You end up with thousands of leads, and the prospect of dealing with them all overwhelms you.
Fear of rejection is a big reason why salesmen are cautious to finish deals. Prospects indicate whether or not they intend to buy during the closing. As a result, prolonging the close is a natural response for many salespeople. They might seek to build a relationship with the buyer before closing.
One of the most obvious reasons your salespeople aren't closing deals is a lack of understanding of how to do it. If you believe this is preventing your team from attaining top sales results, speak with them and answer any questions they may have about closing successfully.
When sales close, other activities have to begin in order to move the product. For example, a company might hire customer service representatives to help with refunds and product returns. Some companies may also research new products to fill the void of the lost sale. However, sometimes it is just best for the company's finances if they walk away from a sale and focus on more important priorities.
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