It Stinks Not to be Picked for Kickball
It’s happened to me and I’m sure it has happened to you too. You’ve been talking with a prospect and you think everything is going pretty well until you hear, “We’ve decided to go another direction” or “We're not ready to buy yet.”
Here’s what you can do next:
Stop. Take a deep breath and count to 10 so you are calm and able to respond generously rather than react (or overreact) to the news. When I get a disappointing update in sales, I always make sure I am rested and in a positive state of mind before I reply. I want to have a clear head and the best motives in my communication.
Remember. This is a great opportunity to learn more about yourself, your prospect, and your competition. When you were selling to them did you ask questions like, “What else have you tried?” “What is your time frame for making this decision?” “Who else should we include in our next conversation?” Perhaps you skipped a step while selling.
Follow Up. It’s important to maintain your connection. Make sure they’re in your CRM and tagged accordingly. Email or send a LinkedIn message occasionally. This is a great time to use the marketing assets I wrote about in my last email. Remember, these are pdfs, blog links, white papers, videos, etc that your client will find useful. Many sales can be gained from staying in touch and asking how things are going down the road. Don’t be shy about asking.
Even though it may feel at the time like you weren’t picked for the kickball team in elementary school, losing a sale is an opportunity for learning. What can you take with you next time so you keep improving? Interested in finding out one question I love to use during the sales qualifying process? Find it here.
