Thoughtful Thursdays – Caught between don’t walk and walk?
This is another common sales obstacle, the uneasy feeling that no matter what decision you take, it will be the less beneficial one. It is the feeling of being caught between don’t walk and walk.
Today’s thought is about ways to avoid landing in the angst filled zone between don’t walk and walk.
First you want to know what circumstances might take you down that road. Recent client meetings tell me that desire for order and fear of losing the order are key factors. These are internal factors that when go unaddressed can undermine the most experienced sales professional’s plan. Having said that, I do see this more frequently in people newer to the sales profession.
I will walk and not look back when certain conditions are met. The consequences of the decision will have been previously well thought through, discussed with stakeholders and deemed acceptable. This prevents the second guessing that causes one to question the decision and opens the portal to the zone we speak of today.
Here is a list of a few conditions that individually or in combination will meet my decision to walk.
- Sales potential falls below acceptable profit margins
- Adequate financial resources are not available
- The prospect demonstrates consistent poor business behaviour
- Lifetime value of the prospect does not support further effort
Knowing when to walk and accepting the consequences of that decision will keep you from being caught between don’t walk and walk.
Good selling,
Richard
Have a question about sales? Contact me and I will respond.
Please share Thoughtful Thursdays posts with people you feel may find the topic interesting and helpful.
Comments are closed.