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How I lost a Customer
Last week I lost a customer. Now
its not the first time it happened. And I am sure it won't be the last.
Sometimes I am very happy to lose a customer- you know the type, the
time wasters, the freebie seekers, or people who are just totally
unqualified to buy.
No, the customer I lost last week was not anyone of those. In the
initial stages of my discussion with him, he seemed pretty qualified. In
fact, highly qualified.
But then something happened. I didn't follow my own rules. The rules I
had developed over the years, and refined. The multi-step process I use
which provides me the level of sales I wish to achieve at the rate that
meets my target.
I decided to skip the tried and true sales process I had developed, and
guess what, I lost the sale. As this lead seemed highly qualified, I
skipped some steps in order to get to the finishline faster.
No-one is perfect- not even me,
But the lesson is that when you have a sales process that works, stick
to it. That does not mean that you should never change it, but the changes
should be made in a carefully controlled manner, and not on a
spur of the moment whim.
And when you lose a sale, it is important to understand the
cause. And in this case, it was because I did not follow my own
What are Your rules for Your sales process? And do you follow
All you need to do now is to Empower yourself and take
Have a great week!
Dr Greg Chapman - The Business Brain