Thoughtful Thursdays – Before you walk away from a sale…
Professional sales people will know when to walk away from a sale. They will analyze the potential and determine ahead of time when it is not beneficial to do business with the potential customer. As difficult as it is to walk, there will be occasions when it is just not worth it.
Having said that, there are also times when a sale does not appear to be worth it, but upon further investigation, the results may prove to be the opposite.
I am talking about consideration of the lifetime value of the customer.
- Over a period of time, how much revenue does the opportunity represent?
- How far are you and the customer really apart in dollars?
- What is your cost to identify and close a similar opportunity?
- How important is customer retention to your business?
- What additional opportunities will be lost?
Those are a few factors to consider before walking away.
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.