Final answer:
Lack of product knowledge, failure to build rapport, and inability to ask for the order are the most common causes of losing large and complex opportunities in sales.
Step-by-step explanation:
The most common cause of losing large and complex opportunities in sales is lack of product knowledge. When salespeople do not have a deep understanding of their product or service, they are unable to effectively articulate its value to potential customers. This can lead to missed opportunities and lost sales.
Additionally, failure to build rapport with customers can also result in lost opportunities. Building a strong relationship and connection with customers is crucial in sales, as it helps to establish trust and credibility. Without rapport, customers may be less inclined to engage in a sales conversation or consider the offered opportunity.
An inability to ask for the order is another common cause for losing sales opportunities. Salespeople need to be able to confidently ask for the customer's commitment to move forward with the purchase. If they fail to do so, customers may hesitate or choose to go with a competitor who was more proactive in closing the deal.