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How I lost a Customer

Last week I lost a customer. Now its not the first time it happened. And I am sure it won’t be the last.

Sometimes I am very happy to lose a customer- you know the type, the time wasters, the freebie seekers, or people who are just totally unqualified to buy.

No, the customer I lost last week was not anyone of those. In the initial stages of my discussion with him, he seemed pretty qualified. In fact, highly qualified.

But then something happened. I didn’t follow my own rules. The rules I had developed over the years, and refined. The multi-step process I use which provides me the level of sales I wish to achieve at the rate that meets my target.

I decided to skip the tried and true sales process I had developed, and guess what, I lost the sale. As this lead seemed highly qualified, I skipped some steps in order to get to the finishline faster.

No-one is perfect- not even me!

But the lesson is that when you have a sales process that works, stick to it. That does not mean that you should never change it, but the changes should be made in a carefully controlled manner, and not on a spur of the moment whim.

And when you lose a sale, it is important to understand the cause. And in this case, it was because I did not follow my own rules.

What are Your rules for Your sales process? And do you follow them?

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