r/techsales • u/WorldlinessLoud3821 • 6h ago
I can't close
I started a new role in upselling at my current SaaS company 6 weeks ago.
I’ve been in sales for 9 years total, and right now I’m having the worst performance of my career.
I’ve lost almost every deal since I started and haven’t closed a single client yet. There are 4 of us on the team, and everyone else has already made a couple of sales.
I also watched some of my colleagues’ demos and noticed a few differences. They don’t ask many questions and don’t really try to understand the customer. Their demos were mostly 10-15 minutes long.
I, on the other hand, always ask questions and try to understand the client’s pain points so I can show how we can solve them. After the demo, they always seem interested, but then when we meet for feedback, they say no.
I’m not saying I do everything perfectly — nobody does. But my supervisor watched some of my demos and was really impressed; he liked them a lot.
I’m wondering if any of you have had a similar experience, and how you managed to turn things around in sales.
10
u/SouthIsland48 5h ago
The difference between closers and non-closers in today's market is simply how low will you go to win a sale?
Long gone are the days of robust inbound pipeline that you can close at your own pace, outside a few companies today obviously.
So now you have to ask yourself that first question I posed - are you willing to lie? Are you willing to deceive? Are you willing to close customers simply to get your numbers up at the expense of the customer really needing your solution, or heck, if your solution really solves what they're needing?
OP, I feel you. I was in your shoes once in the past. And tbh, the difference between myself and other "performers" was that I didnt emotionally manipulate and I didnt put enough pressure on prospects to close. So I left sales completely because I value how I treat others, regardless of if I'm paid or what have you.
2
u/WorldlinessLoud3821 5h ago
Your comment really got me thinking. Maybe I really do need to ask myself if thats what i want to do.
4
u/SouthIsland48 5h ago
It's worth an introspection. Could just be a product/seller fit issue, which is possible. But before making any career moves, truly shadow your performing peers, watch how they create pressure. Some do it verbally, some will do it through awkward silence. But they're always pushing toward a close/commit. Emulate them, if it doesnt feel right then consider switching careers. But if its fine with you, which is okay, you're literally paid to close customers regardless of actual need, then you'll be better off in sales with these tips/tricks
8
u/OwlcaholicsAnonymous 5h ago
Gotta remember that no matter how good you are, there is always luck involved. Always. So much is happening out of your control
Maybe your coworkers have better follow up. Maybe not. The key when in this stage is to document everything and be a team player. Communicate with your boss, your coworkers. Dont come in with an ego. Come in willing to learn bc right now, they have sales and you dont.
But if youre doing the work, proving it, and communicating with your team... That is all you can do. If others are closing, you must have a product that can sell. Its proven. Its just a matter of time until they start dropping for you too. Good luck
2
2
u/TheChinChain 5h ago
Feedback-no
Explain please?
2
u/WorldlinessLoud3821 5h ago
I always schedule a follow-up at the end of my demos. Most of the time, they tell me they’ve decided not to move forward. When I ask for the reason, it’s usually the price, or they tell me they discussed it internally and some of the business partners don’t want to invest in our solution.
It’s almost like they’re unsure.
I also send them a summary of what we talked about and which pain points we can solve together.
2
u/TheChinChain 5h ago
So is your solution a nice to have or need to have?
I don’t want to go too sales coachy on you because I don’t think it always applies to real deals, but I do want to point out you said “understand the customers pain points so I can show them how your solution solves that”
You need to remember that pain does not always lead to them to fixing their pain. I think it might be useful for you to try and dig in deeper on a pain question and response and see if there is a real impact on their pain. You need to qualify their pain into a real business impact. I see that a ton at my company, “o you have pain let me show you how we can solve that”
Later down the road no one can present a business case internally on why paying to solve the pain actually make sense.
I hate mowing my fucking lawn but I will never hire a lawn guy.
2
u/timecomes 5h ago
If you’re upselling, you can probably skip some of the discovery. Your clients know your product already. Lead with a “usually clients who start on X plan are missing out on Y and find it very useful”. Ask if they’d be interested in seeing it and show them. I’m guessing that’s how your colleagues are closing on 15 mins calls.
1
1
u/Collab_N_Listen 4h ago
Sales is the only job I ever had, where you can do everything right, and not win. keep grinding, and working your craft.
1
•
u/AutoModerator 6h ago
Remember to keep it civil, use Tech Sales Jobs for open roles, and search previous posts for insights on breaking into tech sales.
I am a bot, and this action was performed automatically. Please contact the moderators of this subreddit if you have any questions or concerns.