Poor preparation before the meeting

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2. Managers are merging deals with “difficult” clients
Clients rarely decide to buy right away from the first minutes of communication with the manager. Doubts and objections in sales are normal. But often, when faced with objections from clients, managers get confused and give up. It is easier for them to “dump” such a hesitant “difficult” client than to waste energy, time and nerves on working with objections. And it is much easier and faster to sell to someone who immediately agrees to conclude a deal than to someone who requires special attention and time.

3. Loss of applications
Why does this happen? Managers may forget to call back, lose contact information, or simply "miss" a client due to the hustle and bustle. Applications are also missed due to the client not being taken into work quickly: if a manager does not respond immediately, then it is easier for a potential buyer to go to someone who will solve his problem quickly. But more and more often, the reason for lost applications is banal: the CRM system integration with all incoming traffic channels is not configured. Simply put, applications "fall" into nowhere, and no one tracks them, sees them, or takes them into work. There are many reasons for missed deals. But in the end, a lost application is lost profit for the owner.

4. Weak sales scripts
Scripts, if they exist at all, are either too memorized and unnatural, or outdated and irrelevant. They may not be adapted to the business niche and the client profile. They may not take into account belgium consumer email list popular client objections, forcing managers to find themselves in a dead end. It turns out that such scripts do not always help managers to conduct negotiations competently and effectively, leading the client to a decision to buy. Often, they even interfere with managers' sales and "cut" conversion.

Managers come to meetings unprepared. They do not know who the client is, their problems and goals. This greatly reduces the chance of successfully closing the deal, because the client sees that he was not approached with due attention.

6. Chaos and lack of system
Sales happen chaotically. One day everything is great, the next day - silence. Without a systematic approach, it is impossible to achieve stable growth. Managers must understand how many calls, meetings and proposals need to be made each day.