September 11, 2015


After my previous post “When do you move on?” a number of people have responded and asked me "what do you do when you realise you have to move on?"

Once you are clear that the chances of anything happening with that person are next to zero, you should:

  • Step back

  • Get rational about the whole situation and

  • Think!

I can say, from personal experience, I often review the conversations and the meetings I have had and find that I can learn from them.

Having a clear understanding of your sales process specific to the industry is of prime importance. The central theme is, did you tell the client what the next step was going to be? If yes and then if the client did not commit to the next step, YOU have a problem! The one word Commit is worth its weight in gold and requires precision in preceding events.

If you know your sales process, what I call opportunity realisation occurs and it follows a logical progression culminating in getting the deal, beginning the relationship and delivering your service or product.

If the client does not commit to the next step, warning bells should sound in your head. It is then time to ask yourself and the client - Why Not?  Was it something that was missing in your selling process or was the issue at the client’s end?

In either case, at this stage you can decide to keep in touch with the client for future sales; if you find out why they are not interested in buying now, maybe that knowledge will help make a sale at a later stage.

If the problem was with your process, make a note and add to your mental sales checklist.  We all make mistakes; the trick is to learn from them.

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