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Finding the Value in a Lost Sale

“You’ll Never Win the Blame Game”

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Today discover

… how to find the value in a lost sale;

… why focusing on those things you can

control sets you up for success;

…and why you’ll never win the blame

game.

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External Forces

It’s appealing to look at external forces to blame when sales go south:

“They didn’t have the money”

“They were confused by the ad”

“The economy is bad”

“The pricing is just too high”

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A Productive Use of Your Time

If you have no control over those things (like the economy) isn’t it a waste of time to dwell on them?

Wouldn’t it be more productive to focus on those things you can control?

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Take Action to Improve

There’s no value in playing the Blame Game

The only value you can get from a missed opportunity is to learn from it and take action to improve.

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The Tipping Point

The Tipping Point is that point in every customer interaction where the sale is made or lost.

Identify the Tipping point and look at what happened just before it.

If a sale was made - what should you repeat

If a sale wasn’t made - what could you do differently?

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What Can You Do to Find Value in a Lost Sale?

1 - Resist the urge to place blame

2 - Ask Yourself what you could do differently next time.

3 - Find the “Tipping Point”

4- Take advantage of resources like, training & coaching

5- Get a coach and practice!

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Change the Things You Can

The ability to sell well is a lifelong pursuit and if you want to win….avoid the blame game. ..as the saying goes find….

“…the serenity to accept the things you can’t change, The courage to change the things you can, and the wisdom to

know the difference.” – Reinhold Niebuhr

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More

For More Tips, Strategies and Motivation to Take Your

Sales Career to the Next Level visit

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