Over the years, we've analysed thousands of "no sale" results. Around 85% of sellers cite the reason for the "no sale" as "couldn't close" and they report that everything was looking positive until the last moment. Closing time!

So, at the next sales meeting, the final half hour of that presentation is dissected by the seller's manager until some phraseology is established as the cause of the problem. The seller will know better for the next call.....or will he?

We'll bet heavily that the reason for most "no-sales" is nothing at all to do with the back end of the presentation. The seeds of the "no-sale" are sown very early on. Without doubt, this is the stage where most sales are lost!