I realised this early in my sales career while as a life insurance rep.
I would gather info, meet he client, present my proposal, but never close. Not to mention-never even attempt to ask for the sale.
Then I would leave them to think about it, and come back for the revisit and find that another life insurance rep had signed them up.
If you are like me then you would analyse why you don’t ask for the sale. With me it was that I was scared of the word “No”. I was scared of rejection.
The problem is that I liked to be liked. I didn’t want to feel like a high pressured sales person.
Stop making your prospects clever and armed with info that makes them sign up with other sales people.
What happens is that you ask questions, uncover needs, and don’t ask for the sale. The next rep comes along, and he doesn’t need to do anything because you have done it all.
He now just needs to ask for the sale.
Start asking for the sale often and you will start closing often.