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One of the biggest mistakes you can make when closing a sale

One of the biggest mistakes you can make when closing a sale is not controlling the sales process.

A client has recently been chasing a sale for the best part of a year. They’ve been keeping in regular contact with their lead, and it’s been slowly inching along.

Then they find out it needs to get sign-off from someone more senior.

All that hard work could be for nothing as they’ve never spoken to this manager.

The manager doesn’t understand all the benefits of the service.

It’s possible the manager doesn’t even see the problem as being that important.

The decision about the sale is being made without my client being in the room.

Sound familiar?

You need to stay in control of the whole sales process. This means:

✅ Finding out who is involved in the decision-making and buying process;
✅ Getting to know each person and building a personal relationship;
✅ Making sure they understand your service and why you are the best person to deliver it; and,
✅ If possible being in the room when the decision is made.

The bigger the business you’re selling to, the more complex the sales process.  Even with micro-businesses though, look out for the business partner or spouse who is part of the decision making process.

Make sure you ask lots of questions early on in the process, so you don’t come unstuck later.

Tracey Miller - One of the biggest mistakes you can make when closing a sale

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Give your new service-based business the nurturing and firm foundations it needs to grow and flourish from your first year.

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Level up an existing service-based business, eliminate overwhelm and give yourself the lifestyle you dreamed being a business owner would deliver.
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£100-£500K BUSINESS & BEYOND?

Hit your first £100-£500K and ready to scale to greater heights? This is the place for taking your service-based business to your first million and beyond.

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