‘9 Sales Closing Mistakes That’ll Stop a Deal in Its Tracks’ – HubSpot
Leslie Ye says, “Discovery and qualification are more important than a hard close in modern sales, but that doesn’t mean you no longer have to ask for the business.
The information you learned from your prospect at the start of the sales process only gets you 95% of the way to a deal. That last 5% — negotiation, pricing discussions, and the close — can feel more pressure-filled and stressful than everything that came before it.
That’s especially true if you’re making any of the nine closing mistakes below, which will unnecessarily prolong your sales cycle at best, and derail the deal completely at worst.
9 Sales Closing Mistakes to Stop Making Right Now
1) Not closing at every step of the sales process
When I wrote in the introduction of this piece that closing comprises the last 5% of a sales cycle, it was a slight overgeneralization. While formal closing and negotiations don’t happen until the end of a sales cycle, the best salespeople build in small closes right from the start.
That’s because a polite or indecisive prospect can easily be strung through an entire sales process by an overzealous salesperson who equates their prospect’s lack of objection as buy-in, not hesitation. Qualification goes both ways — you should make it a priority that as you’re determining whether your buyer is a good fit, you’re also looking for signs that they want to move forward”.
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