When You Dont Make The Sale
Recognize hopeless selling situations
o Avoid doing or saying anything that will jeopardize the relationship
established
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Act Professional
Act Adult
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Prepare
prospect for
shopping the
competition
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Do not take the buyer's denial personally
It was a business decision that the buyer made given
the circumstances.
The proper handling of a no-sale situation helps build a
sound business relationship with your customers.
Ask why you lost out - learn from your successes and
no-sales.
Sometimes, it is proper to reopen the presentation
Do everything possible to help customer make an
intelligent comparison.
Review strong points of product, giving special
emphasis to areas in which product has superior
advantage over competition.
Never treat the lost sale as a defeat.
Do not use selling methods that are unethical and/or illegal.
Analyze Lost Sales
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A lost sale can be a learning experience.
Take a good, objective look at presentation and try to identify
weaknesses
Consider how to avoid this problem in the future.
Salvage as much as possible from the experience
Don't give up too soon.
Callbacks are very common, especially in the field of industrial selling.
o
Discuss the
lost sale with
Prepare for a
possible return
call by
recording
information.
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Your sales manager
Your fellow salespeople
Other people who understand the selling and
buying process.
Personal information - family, hobbies, and so
forth.
Company information - if selling F