Where do you turn when things don’t work out as you hoped they would have?
In many walks of life a person will take council from a guru, leader, mentor or friend. Maybe they consult a book or manual. When things go wrong in your selling world there are many different things you need to consider.
An analysis of what you did and how you did it is essential if you don’t want to make the same mistake again. No doubt, you have a step-by-step selling system that keeps you on track and in control of the selling process. It is important that you debrief every call to ensure that all the steps in your system were covered.
You most likely keep superior notes capturing information about the prospects communication style with specific details about how you will present to them. How did that go? You’re up front contract and agreed next steps are in place so there is no confusion about their expectations or yours. Check that was okay. You’ve asked all the critical questions about what they need, why they need it, who it affects, and what happens if they do nothing. You also went through the qualifying steps of determining budget and the six questions about their decision process.
When things don’t work you can go back and check where things may have messed up and correct them for next time. On the hand, if you’re successful, you get to pinpoint the successful method you used and duplicate it again and again.
Reprinted from The President’s Club Report, © Sandler Systems, Inc. All rights reserved.
Copyright 2012 Sandler Training and Insight Sales Consulting Inc. All rights reserved.
John Glennon is the owner of Insight Sales Consulting Inc, the authorized Sandler Training Licensee for the Interior of British Columbia. He can be reached at [email protected] or toll free at 1-866-645-2047 or 250-765-2047