{"id":9300,"date":"2016-11-14T09:45:21","date_gmt":"2016-11-14T08:45:21","guid":{"rendered":"http:\/\/passodue.flywheelsites.com\/2016\/11\/14\/fail-to-make-a-sale\/"},"modified":"2023-09-05T17:10:40","modified_gmt":"2023-09-05T15:10:40","slug":"fail-to-make-a-sale","status":"publish","type":"post","link":"https:\/\/diariodiunconsulente.it\/en\/2016\/11\/14\/fail-to-make-a-sale\/","title":{"rendered":"Sometimes I “fail to make a sale”, what should I do?"},"content":{"rendered":"

by Alberto Aleo<\/a><\/span><\/p>\n

Little is said about what happens when, despite all our efforts, our negotiating skills<\/b> and the implementation of the perfect strategy<\/b>, we still <\/span>fail to make a sale<\/span>.<\/b><\/span><\/p>\n

Firstly, it should be clear that in every purchase<\/b> the importance of the salesperson\u2019s role is fundamental, but part of the process rightly depends on our customers choice to buy<\/b>!<\/span><\/p>\n

\n

So don\u2019t worry, you do not need to change jobs if you sometimes <\/i>fail to make a sale<\/i><\/b>.<\/i><\/span><\/p><\/blockquote>\n

\n

Here are some tips to make the most of the positive outcomes,<\/b> even when you have apparently \u201cfailed\u201d:<\/span><\/h3>\n
    \n
  1. Let’s analyze why <\/b>we are in a \u201c\u00a0fail to make a sale \u201d <\/i><\/b>situation<\/span>, i.e. let\u2019s see whether it depended on a mistake in our negotiating (we were unconvincing, we failed to develop the relationship with our customer …) or dependent on external circumstances, <\/b>such as the customer\u2019s limited budget <\/b>or need to consult before making a decision.<\/span><\/li>\n
  2. If the problem of \u201c\u00a0fail to make a sale \u201d<\/b> is external<\/b><\/span>, we should create a strategy that will enable us to stay in touch with the customer<\/b> (to propose our offer again when it is economically feasible<\/b> for the customer, for example), or to meet the other actors involved in the decision-making<\/b>. In this regard, take another look at the advanced levels of the Circle of Trust<\/b><\/a>.<\/span><\/li>\n
  3. If we discovered that our negotiating technique<\/b> is the cause of the \u201c fail to make a sale \u201d<\/b> event<\/span>, we should learn from our mistakes<\/b> (take a look at the side box<\/b> to receive help in your analysis) so we do not repeat them in other situations\u00a0 or if we decide to attempt a new proposal with the same customer, so we may act more effectively while taking care to assess adequately when and how<\/b> to do so.\u00a0 If you are thinking of contacting a customer a second time by phone<\/b>, why not check out this article<\/b><\/a>?<\/span><\/li>\n<\/ol>\n
    \n

    The <\/i>sale<\/i><\/b> is the final stage of a <\/i>relationship process<\/i><\/b> with the customer whose aim is to generate value, not only in terms of <\/i>economic profit<\/i><\/b> but also in terms of <\/i>knowledge<\/i><\/b>.<\/i><\/span><\/p><\/blockquote>\n

    \n

    Given the anxiety of an experience that we perceive as a failure when we fail to make the sale<\/b>, we salespeople often forget to organize the valuable information<\/b> that such a failure can bring. Furthermore, we tend to forget completely that the relationship with the customer<\/b> and the completion of the sale can exist separately.<\/span><\/p>\n

    \n

    \u201cEven if you bought nothing from me today, that does not mean you cease to be my customer.\u201d<\/i><\/span><\/p><\/blockquote>\n

    \n

    As a good salesperson, I must not make the mistake of interpreting a single moment as being the whole story; there will most likely be new and positive implications. Whatever the reason why you were facing a \u201c fail to make a sale \u201d <\/b>situation, remember that your relationship with the customer<\/b> is precious and try not to show disappointment or disapproval of those who have decided not to choose your offer today. Quoting from our book on Sale Ethics<\/b><\/a>, remember that the salesperson\u2019s “nobility”, namely knowing how to behave as a<\/b> professional<\/b>, is apparent also when our customers say NO. Remember to thank them in any case for the exchange you have had, and always hold out your hand.<\/span><\/p>\n

    | partem claram semper aspice |<\/pre>\n","protected":false},"excerpt":{"rendered":"
    by Alberto Aleo Little is said about what happens when, despite all our efforts, our negotiating skills and the implementation of the perfect strategy, we still fail to make a sale. Firstly, it should be clear that in every purchase the importance of the salesperson\u2019s role is fundamental, but part of the process rightly depends…<\/p>\n","protected":false},"author":6,"featured_media":9303,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_post_was_ever_published":false},"categories":[88],"tags":[275,233,228,280,235,239,247,240,173,353],"class_list":["post-9300","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sales-ethics","tag-commercial","tag-customer","tag-experience","tag-method","tag-negotiation","tag-sales","tag-strategy","tag-trust","tag-vendita","tag-vendita-en","entry","has-media"],"yoast_head":"\nWhat to do when we fail to make a sale? - Diario di un Consulente<\/title>\n<meta name=\"description\" content=\"When we fail to make a sale, we salespeople often forget to organize the information that such a failure can bring. 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