How I lost a Sale
A short while back I lost a potential client. 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 client- you know the type, the time wasters, the freebie seekers, or people who are just totally unqualified to buy.
No, the client I lost wasn’t 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. The process I had defined in my Sales Pipeline.
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 doesn’t 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?
May Your Business Be – As You Plan It.
Dr Greg Chapman – The Profit Whisperer
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