Thoughtful Thursday – Don’t dwell on your disappointments

As unbelievable as it may sound, not everyone is going to be our customer. If one looks numbers, it is likely that you will be disappointed more often than pleased with sales effort outcomes. That is one of the costs of making a sale.

Once the disappointment of not closing the sale has worn off and you get back on your horse, take the time to step back and look at what happened. Exactly why didn’t the order come your way? Do you feel that it was in your control or not?

In my experience it was not always true when I thought it was not in my control. I may not have been in that particular instance, but looking at the longer term, my actions after the fact were instrumental in eventually winning over the prospect. As someone said, you may lose a few battles on the way to winning the war.

Things to think about when analyzing what happened.

• Understanding the cost to your prospect of changing suppliers
• Estimating the lifetime value of the prospect
• Communicating the long term value of buying from your company
• Developing your approach for the next opportunity

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