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Here is This Week’s Sales Tip
Here’s the text for the YouTube Impaired ….
Sales Tip for the week of May 28, 2013
A valuable lesson in life is learning how to win with grace. Football players who dance after they score a touchdown could use this tip.
A valuable lesson in sales is learning how to lose with grace.
Let’s say you are asked to bid on a job and, as fate would have it, you are not chosen as the vendor for whatever reason. The vast majority of us quickly go through the five stages of grief and then move on. There is certainly nothing wrong with that. However, there are two additional steps that need to be employed in order to set the stage for a future that includes a different outcome.
First, be grateful. Wouldn’t your mother tell you to thank the customer for the opportunity, when appropriate, to provide pricing? 99 times out of 100 this random act of courtesy will go unnoticed. But every once in a while, someone will make a note of it and find a way to do business with you.
Second, follow-up. It is extremely rare for the winning salesperson to make a follow-up call to the customer just to see if he or she was completely satisfied with the job they were awarded. By waiting a few weeks and then sending an email or placing a call to see how things went, you not only make a good impression but you demonstrate the kind of service that goes along with your price; service they are likely not getting now.
By losing with grace and remaining professional, you lay the foundation for future victories. Not only is it the right thing to do, it might just earn you a customer or two.
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