【本周期刊】为什么64%的销售人员不成交？(2)

Author of Action Selling行动销售作者 [原创文章：www.11jj.com]

[好文分享：www.11jj.com]

WHY 64% OF SALESPEOPLE DON’T CLOSE.
为什么64%的销售人员不成交

Since 1990, The Sales Board has been tracking the percentage of sales conversations that don’t end with a question that asks the customer to make a commitment—the act that usually goes by the mistaken name of “closing.” Scary as it may seem, the number has actually trended up recently. It used to be 62%. Now it’s 64%.

自1990年以来，The Sales Board公司一直在跟踪研究销售对话的百分比，这些对话不会以要求客户做出承诺的问题结束，这种行为通常会被错误的名称“关闭”所取代。可能看起来很可怕，这个数字最近实际上趋于上升。 它曾经是62％。 现在是64％。

There are three primary reasons why failure to Ask for Commitment is huge problem that is only getting bigger.

有三个主要的原因可以解释为什么不要求承诺是一个巨大的问题，而这个问题只会越来越大。

Reason #1: Salespeople Don’t Have a Plan to Ask
原因1：销售人员没有计划去要求

Every time you leave a call or a customer conversation without gaining a commitment, the chances of getting a commitment later are reduced by 50%. Failure to have a plan for gaining commitment is the most frequent mistake made by salespeople. The mistake is even more common among other customer-contact employees.

每次您在未获得承诺的情况下拨打电话或进行客户对话时，以后获得承诺的可能性将降低50％。 没有获得承诺的计划是销售人员最常犯的错误。这种错误在其他客户接触员工中更为常见。

Action Selling teaches sales and service teams to identify a Commitment Objective for every customer contact. Always. A Commitment Objective is a goal we set for ourselves to gain feedback, in the form of an agreement, that moves the sales/loyalty process forward. To lower the 64% number, we need to establish an action plan for every single interaction with a customer.

行动销售教会销售和服务团队为每一次的客户联系确定一个承诺目标，每一次都是。承诺目标是我们为自己设定的目标，以达成协议的形式获得反馈，从而推动销售/忠诚过程向前发展。为了降低64%的这个数据，我们需要为每一次与客户的互动建立一个行动计划。