There are lots of ways you can lose business once you have it. Imagine telling a customer he could afford a price increase as a way to raise your prices. Sounds dumb? Yup, lost business! What if you never get the chance to sell to a customer? That’s more lost business. There are some useful strategies you can use to prevent lost … [Read more...]
Losing a sale. Now what?
At some point you’re going to lose a piece of business. That loss immobilizes some salespeople. They ruminate about the deal that went bad, what caused it and blame themselves. The reality is that all successful salespeople sometimes lose deals. They analyze what went wrong and resolve to avoid doing that again. They do this analysis once. Then they move on. If you find … [Read more...]