Why does the sales process break down?

If you look for a simple answer to this question you won't find one. Every business is different, and every potential sale is different. Here's a checklist to review each time a prospective sale slips away:

• Who spoke the most during your time with the prospect...you or the prospect?
• Did you establish credibility by asking questions first and gathering information? 
• Were you speaking with the person who can make the decision? 
• Did your prospect have sufficient funds to support the investment in your business? 
• Did your prospect specifically state the reason(s) why they need to have your service now?  

You may not be able to answer these questions because you don't know the answers. You may have answered "no" to some of the questions. "No's" and "I don't knows" serve as a starting point to resurrect your sales process to close more business.

During the past few decades we have seen a major shift in the sales process. The old days were filled with product peddlers, some coming to your front door or calling during dinner. The shift has occurred to a more consultative approach. The company with the best sales process uses a disciplined approach not used by the product peddler. The new approach focuses on qualifying the prospect, and offering solutions only when true "pain" has been uncovered.