Why your Reps are losing deals.

Why your Reps are losing deals.

When a rep engages with a prospect, they spend a lot of time trying to differentiate their solution from a competitive offer. It’s a hard battle. But also, why reps get the rich reward.

What’s worse is winning the “Why You” fight, only to find the prospect chooses to do nothing. According to Sales Benchmark Index, that’s what happens 60% of the time. Yep, 6 of 10 deals end with the customer disengaging and choosing to do nothing.

Status Quo Bias kills deals.

Too often, your reps are having the wrong conversation. They need to back the prospect up to a “Why Change” discussion. If needs to be understand why a customer current state is no longer safe, ideal, sustainable.

Forrester Research found 26% of Executive Buyers will hold an ‘honest back-off’ of vendors. However, 74% of that same group prefer to buy from a viable company that can “Create a Buying Vision”. Meaning? The award the business to the company that helps them see the need to change and do something different and the urgency to do it now.
When you do that, you change the trajectory of the customers conversation. Your opportunities grow, the deals get bigger, and the conversations move along.

So, when it comes to conversations that win more deals, your sales teams need Power Messaging techniques to support them through types of conversations, “Why Change, and Why You”.
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