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When the client doesn't buy!
You have done absolutely everything right.....and still this ONE client, who should have bought from you....did not do so. How long do you agonize about it? How much do you beat yourself up about it? How much blame do you take on yourself and how much do you dump on everyone else???
Here is what I do.
Honestly access, to the best of my ability, what I could have done better, and vow to do so next time.
Don't blame anyone else for anything, even if it is glaringly obvious what they did wrong. If they screwed up, they know it. But you will need them for the next deal. Also, whatever they DID do that was right, thank them, even if you did not get the deal. Especially if you did not get the deal.
And lastly, the best piece of advice I ever heard from a very experienced older sales man..."Don't get too high when it all goes well and don't get too low when it all goes bad, because this is sales after all, and if you take it TOO personally you will burn out too soon."
Now on to bigger and better things. After all its Friday!!!!
Sonya Lenzo
The Business Insurance Expert
Comments
Great advice keeping an even keel is very important in life in general
Focus Your Energy
Matthew Shields
I agree with you Sonya. Don't get attached emotionally to a sale and you will not suffer so badly from 'highs' and 'lows'. As with everything, it takes practice not to take it personally when a sale does not come through. You did your best, it's tough to do better than that.
Sue
In my business people are so flighty. Mary Kay Ash used to tell us (I sold Mary Kay for years and LOVED it) to treat everyone as if they were wearing a sign around their neck that says, "Make me feel important.". Or something like that...I might not be remembering wrong.
But if you set out to help people, you will have loyal customers for life...and those who don't buy from you will not get the VIP experience you create for them, Sonya.
Remember, there is ALWAYS business!
Sabrina
Online Personal Training Services
Before I started this blogging "stuff", I had no idea of the emotional support that I would receive from all of you...are any of you also getting a lot of that back? or is it only us sales types who truly appreciate this? Even if we know that you are doing this as part of the class, we like it! It's validation and I thank you!
Sonya Lenzo
The business insurance expert
www.sonyamlenzo.com
Great advice, Sonya! It'd the kind of thing you need written on a sticky note on your computer screen...because when you need to remmeber it the most is the time you are most likely to forget it. :-) I think I'll go write that sticky note reight now....
Jenn
Wardrobe Planning Expert
I have learned to never take it personally. There are times when everything is aligned. The price is right, there is a genuine need and the ROI is compelling. Every rational reason makes sense and they still don't buy. It is shocking but there are unknown reasons that complicate the sale and it just doesn't happen.
I just mark those accounts for follow-up and just keep right on selling. Things often change over time and on many occasions the sale happens eventually.
Steve Chambers, sales trainer
Amen,brother!!!!
Have you ever noticed that after a big high, like our weekend in Philly, the next week can be full of challenges (my boss quit, my move date got changed due to problems with the women renting my apt, my computer system at work is STILL not working, my big sale fell thru,etc.....but its FRIDAY....and next week IS another week!
Sonya Lenzo
www.sonyamlenzo.com
Ultimately, when you take the time to analyze what happened, you learn much more from the sales you didn't make than from the ones you got.
Yann
Success Coach
And yes, Sabrina, you remember the quote from MK Ash perfectly.
All the best,
April BraswellRomance Coach, Online Dating Coach
Dr Peter
Did you try asking if he was stupid? He must have been not to do business with you! If you like, I'll call and tell him so.
Sheridan
Aaron
sonya be right....
www.kevinhogan.com