7 Instances when Salespeople Close Files instead of Close Sales

We know it is the job of the salesperson to close sales, but many salespeople are actually closing files instead of closing sales.  Worse still, they are unaware of this because they think they're just 'doing my job to respond to customer's request'.  The 7 instances where salespeople close files are:

1. Being Impatient with No Answer from the Client.  Usually salespeople will, after a few no answers from the client, get impatient and just want a quick answer.  They say things like, "I need your answer now as I must book my schedule which is getting full now".  The client will, 99% of the time, simply reply, "Since you're so busy, why not you go ahead with your schedule and leave me out for now?"  The next time you have such a situation, do not press for an answer, for you know that the client has no answer for you, otherwise, he would have replied you long ago.  Instead offer help to the client, and you'll leave the door open instead of closing it.
2. Proposal or Quote that Mis-matches the Client's Affordability and Needs.  This simply make the client write you off immediately for you're showing your incompetency and lack of heart for him.  That's why it is important that you do your research first before issuing your quote. 
3. Rely on E-mails alone.  Unless you're selling a very simple one-off cheap product or service, communicating via e-mail alone gives people the impression that you're simply not sincere. 
4. Talk Themselves Out of the Sale.  Like encouraging the client to check alternative quotes, or ask them to think about it. 
5. Overwhelming Clients with Too Many Choices.  Any choices more than 3 is overwhelming, and this worsens if you're selling a me-too product with many similar choices in the market. You should instead compare with 3 closest competitors but yours have differentiating points that put you way ahead of them.
6. Lack of Confidence and Conviction in What You're Selling.  This is the most obvious and common way to close files, yet how many salespeople are aware of this?  You can tell a salesperson's lack of confidence in what he is selling when he cannot answer you positively the question "Have you bought this yourself?"
7. Lack of Follow-Up.  This is the most important step but is often missed.  Reason is that the salesperson will face the mirror when he follows up, and most salespeople cannot handle the negative reasons for the client not choosing him.  Yet we know that even if the client rejects your offer, your follow-up will increase his confidence in you, and you will get the next chance.  You can click here to learn how to do effective sales follow-up. 

For those that want to learn how to close every sale and serve customers from the heart, come for our short but effective courses now.  From now till 31 July 2014, every 5 seats registered (need not be the same person or same course) will, other than the usual 49% discount, gives you a FREE Samsung Galaxy Tab 3 7.0 (Wifi verson) worth $328.  This offer is limited to 5 sets a week, and while stocks last.  For the stunning specs of this useful tablet, click here.  Related articles:

1. The Oldest Yet Most Effective Sales Tactics
2. Be a Different Salesperson and Close All Sales
3. Do not aim for certificates in your next sales training