If one of your salespeople fails to close, ask him or her: “Did you present an offer?” “Did you present terms and figures?” “Did you back off from the close?” “Why did you fail the close?” You can also hold the salesperson accountable by going right to the source—the person he or she failed to close. Pick up the phone and call a customer who didn’t buy, and ask: “Why didn’t you buy from my guy today?” “What happened?” “Did he ask you to buy?” “Did he present the product?” “Did he present a proposal to you?”
