{"id":2092,"date":"2019-03-07T18:23:52","date_gmt":"2019-03-07T12:53:52","guid":{"rendered":"https:\/\/pitch.link\/blog\/?p=2092"},"modified":"2019-06-07T18:30:22","modified_gmt":"2019-06-07T13:00:22","slug":"why-your-sales-team-isnt-closing","status":"publish","type":"post","link":"https:\/\/pitch.link\/blog\/why-your-sales-team-isnt-closing\/","title":{"rendered":"Why your sales team isn\u2019t closing?"},"content":{"rendered":"\n<p class=\"has-drop-cap\">In my<a href=\"https:\/\/pitch.link\/blog\/what-sellers-think\/\"> post on sales on 14th Feb<\/a> I wrote about the Buyer study conducted by Steve W Martin.  Steve teaches at the Marshall Business School, author of the Heavy Hitter series, advised companies like Google, IBM and PayPal and an expert in *Sales Linguistics. <\/p>\n\n\n\n<!--more-->\n\n\n\n<p>He highlights 7 reasons why salespeople don&#8217;t close deals: <\/p>\n\n\n\n<div class=\"wp-block-image\"><figure class=\"aligncenter is-resized\"><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/media.licdn.com\/dms\/image\/C5122AQGUIdhOPQaRNQ\/feedshare-shrink_8192\/0?e=1562803200&amp;v=beta&amp;t=Aol4yT92NafGf8BThjNUegrW41R7XBArAtdXJm9cA3E\" alt=\"Why your sales team isn\u2019t closing? \" width=\"968\" height=\"648\"\/><\/figure><\/div>\n\n\n\n<p>1. They are not trusted or respected. The study above showed on 18% had the advantage of being trusted as advisors. <br>2. They cannot converse effectively with senior executives &#8211; less than 1 of 3 can effectively hold their own in a conversation.  <br>3. They cannot articulate the buyers benefits from their products, only 54% can clearly explain the impact of their product on buyers business.  <br>4. Self centered  &#8211; focused the sale they want to make. <br>5. Use of wrong selling strategy. <br>6. No effort to alleviate the risk of buying their solution &#8211; primary reason a purchase process is abandoned is because the salesperson hasn\u2019t de-risked the transaction for the buyer. <br>7. No personal connection with the buyer. <\/p>\n\n\n\n<p>This is evident from the recent study which reported that the Sales prediction accuracy is under 50%.  <\/p>\n\n\n\n<p>What are your top reasons for sales not closing? <\/p>\n\n\n\n<p>7 Reasons Salespeople Don\u2019t Close the Deal <a rel=\"noreferrer noopener\" target=\"_blank\" href=\"https:\/\/hbr.org\/2017\/08\/7-reasons-salespeople-dont-close-the-deal#comment-section\">https:\/\/hbr.org\/2017\/08\/7-reasons-salespeople-dont-close-the-deal#comment-section<\/a> <\/p>\n\n\n\n<p>In case you missed this last time: B2B Buyer Research Reveals Key Mistakes Salespeople Make <a rel=\"noreferrer noopener\" target=\"_blank\" href=\"https:\/\/stevewmartin.com\/buyers-report-whats-wrong-with-salespeople\/\">https:\/\/stevewmartin.com\/buyers-report-whats-wrong-with-salespeople\/<\/a> <\/p>\n","protected":false},"excerpt":{"rendered":"<p>In my post on sales on 14th Feb I wrote about the Buyer study conducted by Steve W Martin. Steve teaches at the Marshall Business School, author of the Heavy Hitter series, advised companies like Google, IBM and PayPal and an expert in *Sales Linguistics.<\/p>\n<\/p><div class=\"more-link\"><a href=\"https:\/\/pitch.link\/blog\/why-your-sales-team-isnt-closing\/\" class=\"btn btn-small btn--dark btn-hover-shadow\"><span class=\"text\">Continue Reading<\/span><i class=\"seoicon-right-arrow\"><\/i><\/a><\/div>","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"om_disable_all_campaigns":false,"inline_featured_image":false,"ub_ctt_via":"","_monsterinsights_skip_tracking":false,"_monsterinsights_sitenote_active":false,"_monsterinsights_sitenote_note":"","_monsterinsights_sitenote_category":0,"jetpack_post_was_ever_published":false,"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[69,74],"tags":[],"class_list":["post-2092","post","type-post","status-publish","format-standard","hentry","category-what-i-learnt-today","category-sales"],"aioseo_notices":[],"featured_image_src":null,"author_info":{"display_name":"Subhanjan Sarkar","author_link":"https:\/\/pitch.link\/blog\/author\/subhanjan\/"},"jetpack_featured_media_url":"","jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/paX7jg-xK","_links":{"self":[{"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/posts\/2092"}],"collection":[{"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/comments?post=2092"}],"version-history":[{"count":0,"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/posts\/2092\/revisions"}],"wp:attachment":[{"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/media?parent=2092"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/categories?post=2092"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/pitch.link\/blog\/wp-json\/wp\/v2\/tags?post=2092"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}