Here are ten mistakes you can make that will cost you a deal.
1. Taking shortcuts. Anything you believe leads to a faster deal leads to no deal. You can’t rush your buyer through the process because you are in a hurry or because you are behind on your numbers.
2. Asking for unearned commitments. You can’t ask for commitments you haven’t earned. If you haven’t created the value required to deserve a commitment, pressing for that commitment will only shut down your deal.
3. Not following up. Failing to follow up on the little commitments you make demonstrates that you don’t care, that you aren’t detail-oriented and that you can’t be counted on. Big deal-breakers.
4. Selling without dissatisfaction. If you can’t find or create a compelling reason for your prospects to change, sales will slip through your fingers.
5. Not doing discovery. If you don’t do the discovery work necessary to know exactly how to help your prospect, you aren’t going to create or win an opportunity.
6. Not building consensus. You have to believe me here: You aren’t going to win with a single stakeholder. You will lose if you can’t help your client build consensus.