You can’t always win, but retiring with grace is good. In business things change and your failed proposal today, can become your great success another time. A sales process that helps your prospects sign up with an ever improving conversion rate is great, especially when you win the client. But what happens if you don’t get the sale, what should you do?
A sales process
Most people don’t make major purchases, or commitments to services, without thinking about things first. There are various bits of information they want and as they get the right answers, they tend to look more favourably upon the provider. That’s good, and nicely logical – but it’s a buying process more than a sales process! What is the buying process and how can it help me to increase sales? – Part 1
The purpose of your sales process is to help the buyer through their steps, maximising the likelihood of conversion, and to save you from the painful time wasting that can go on as you try desperately to woo the potential client. Download our free guide to developing your sales process, it's free and waiting for you to download right now. Click here for instant access (email address required).
One good thing about having a clear process is that it helps/ reminds/ nags you to do the right things, at the right time, to improve your conversion rate.
But, sometimes you still get to the moment of truth and they choose somebody else!
When you have a sale fail
You’ve been working hard you’ve got to the point where they’re likely to sign up and BANG – IT DOESN’T HAPPEN. Now what?
The natural reaction is to cut and run, you’ve been rejected, you hurt and it doesn’t matter anymore anyway. But is that the best thing?
How many times have you met people who realised that they made a mistake, or went back to previously rejected suppliers when their needs changed.
No tends to mean not at the moment, thank you.
The prospective client didn’t reject you; they said that you weren’t best at meeting their needs – at that point in time. They must have thought well of you to have spent that much time with you – so keep in touch!
Agree how you’ll keep the channels of communications open, or how they might mention you to others.
I have mixed memories of this film, it’s not the sort of film I’d normally watch and the year it came out wasn’t my best Christmas; but since then I’ve come to really like it (don’t think worse of me for that).
This clip reminds me that you can’t always win, but retiring with grace is good. In business things change and your failed proposal today, can become your great success another time. Go on, it will make you smile and it’s probably the most romantic part of the film.
How will you work on improve your sales process next year?
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