As you think about your sales people and their performance - sales results - I am sure that there are times when the 'sure thing' doesn't close or the decision date passes by or the date to make a decision turns into another 'think it over'.
Why does this happen?
Is it because:
- The prospect wasn't qualified
- The prospect lied about a current relationship
- The prospect really didn't have a compelling reason to act or change
- The prospect couldn't, wouldn't make the investment
- The prospect was a prospect but not a decision maker
- The sales person didn't qualify the prospect
- The sales person didn't deal withe incumbent
- The sales person didn't create or uncover a compelling reason to act
- The sales person didn't uncover the capacity to invest
- The sales person didn't get clarity about the prospects decision making
- The sales person did everything right BUT,
- When the sales person did ask for a decision AND didn't get it, they stopped asking