Australian Business Coaching Club Newsletter - How I lost a Customer

 

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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 rules.

What are Your rules for Your sales process? And do you follow them?

All you need to do now is to Empower yourself and take action ...

Have a great week!

Dr Greg Chapman - The Business Brain Surgeon
The Australian Business Coaching Club