Thougthtful Thursdays – Ever thought you were entitled to an order?
We do not close every sales opportunity that we work on, and it is always disappointing to not get the order. It is more difficult to accept when you have done everything in your power to close the sale. You may have been in conversations or overheard phrases like: “we deserved to get that contract”, “we had it in the bag”, or “it isn’t fair.”
Today’s thought is about how to avoid placing yourself a position where you feel entitled to an order.
It can be dangerous to have a sense of entitlement. In my experience nothing is in the bag until the order is placed and confirmed. Even then the train can go off the rails.
There are situations that come up when it does not matter what you do, you will not get the order. Your business is depending on you to to minimize these occurrences and be in stuations where winning the battle over your competition is favourable.
My suggestions for lessening the chances of feeling entitled to an order:
- Never assume you are getting the order
- Never rest on your laurels
- Never assume that if it happened before, it will happen again
- Always have a rich list of sales targets you are working on
- Always know as much as you can about the industry your customers and prospects participate in as well as the industry you work in
Good selling,
Richard
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