Why People Don't Get Deals: A Deep Dive into the Art of Sales

Have you ever wondered why some people seem to effortlessly close deals while others struggle? Why do some sales pitches fall flat while others resonate and lead to a successful sale? If you've asked yourself these questions, you're not alone.

I've spent 20 years in sales, from cold-calling early in my career to leading a content-driven approach. Along the way, I’ve learned what works and what doesn’t. Today, I want to share the top nine reasons why people fail to close deals. And no, "the price" isn’t one of them—because price is rarely the real reason.

Understanding the Sales Process

Before we get into the reasons, let's talk about the sales process itself. When you understand it well, it can be both accessible and enjoyable. But if you're unprepared, sales will feel intimidating, leading to stress and inaction. And without sales, your business can't survive.

Preparation is Key

The first step in closing deals is preparation. You must:

• Know your product or service inside and out.
• Understand your target audience’s needs.
• Develop a clear and repeatable sales strategy.

If you lack these elements, you're setting yourself up for failure. Sales isn’t just about pushing yourself out of your comfort zone—it’s about solving problems for your audience.

Embrace the Challenge

Sales can be challenging, but it’s also an opportunity for growth. With the right mindset and preparation, the process becomes an engaging, rewarding experience. Now, let’s look at the top reasons people fail to close deals.

The 9 Reasons Why People Don’t Get Deals

Over the years, I’ve identified nine common sales mistakes. Each one comes with its own challenges, but also opportunities for improvement.

1. Lack of Preparation

If you’re not prepared, you’ll struggle during your pitch, miss key points, or fail to address objections—causing deals to fall through.

Fix it: Take time to fully understand your product, customer pain points, and the objections you might face.

2. Lack of Confidence

If you don’t believe in what you’re selling, your potential customer won’t either. A shaky voice, hesitations, or weak conviction can turn buyers away.

Fix it: Develop confidence by practicing your pitch, role-playing objections, and fully believing in your offer.

Content-Led Sales Approach

Now that we’ve covered why deals fail, let’s talk about an approach that has worked for me: content-led sales. This strategy focuses on using content to attract, engage, and convert leads.

Converting in the DMs

One powerful sales tool? Direct messages (DMs). But it’s not about dropping a cold pitch—it’s about:

• Starting meaningful conversations.
• Providing genuine value.
• Positioning your offer as a solution.

I’ll be sharing my exact DM scripts in my upcoming Content Conversion Workshop, so stay tuned!

The 3 Types of Sales-Driving Content

A successful content-led sales strategy includes:

1. Educational Content – Teach your audience about their problem and its solutions.
2. Inspirational Content – Share success stories to build trust.
3. Promotional Content – Clearly showcase your offer and how it solves their issue.

If you’re struggling to close deals, your content strategy might be missing one of these elements.

Join My Content Conversion Workshop

If you want to master content-led sales and learn my DM strategy, check out my Content Conversion Workshop. It’s pre-recorded, so you can pause, take notes, and implement at your own pace.

What You’ll Learn

• How to use content to attract and convert leads.
• The three post types that drive sales.
• The exact wording I use in DMs to close deals.

Click the "visit my store" link at the top of this post to check it out.

Conclusion

Sales is an art. It takes practice, patience, and a willingness to learn. If you’re struggling, don’t be discouraged—use it as an opportunity to improve. You’re not just selling a product or service; you’re offering something that improves people’s lives.

Success in sales isn’t about having the lowest price—it’s about having the best approach. Focus on your preparation, confidence, and content strategy, and the results will follow.

Now, it’s time to take action. You’ve got this!

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