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How To Know When It’s Time to Quit Selling #435
When it comes to selling, one of the biggest problems sellers face is following up. Too often sellers don’t call, email or message prospects enough times to catch their attention. But how do you know when too much follow up, is too much? Especially in the case of a deal you really really want. But no matter what you do, you can’t bring the deal home. That’s the topic for today, how to know when it’s time to quit selling.
Today’s Chapter: Time To Quit Selling
Some deals close
Some not
Some clients are loyal
Some not
Some problems solvable
Some not
Despite tenacity
You can’t win them all.
When the time comes
Quit
Another opportunity awaits.
Today’s Story
Pat and Chris met for a midyear performance review. It had been a busy year and Chris had done some very good work. Part of the process included reviewing the year’s pipeline, not only won deals, but lost opportunities too. Chris was open to taking responsibility for the losses, too responsible thought Pat.
“I just don’t get it.” started Chris. “Look at the ADC deal. I thought for sure they would close and our Max LLC client, I can’t believe they left us after three years. We’ve bent over backwards for them time and time again. I don’t know what to say”.
Pat nodded “It’s disappointing! I’m baffled myself, why we can’t close deals that would clearly benefit their business. But if I’ve learned anything is this business, no deal is for sure. And no client is forever loyal. Instead I’ve learned to expect loss. It’s like they say, when one door closes, look for others that are opening. That’s all we can do. Other opportunities await us. We need to keep facing forward.
Take Action Quote
There is a company called Despair that is famous for making business posters that are sarcastic yet at the same time so true. One of my favorite posters of theirs is titled STUPIDITY. It features a tennis player who has fallen to his knees, grief stricken due to losing the match with hands on this head and racket and balls astray. Below the photo is the subtitle:
Winners never quit, and quitters never win, but those that never quit and never win are idiots.
Sometimes we put to much effort into deals that are never going to close. Sometimes I’ve been tenacious to an extreme and keep calling and emailing and expending energy that could be better placed into other opportunities. Consider some of the deals in your pipeline. Is it time to let some of them go? Think what you could do if you stopped working on them and focused forward. Sometimes, that’s the right thing to do.
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How to Connect with Pat Helmers at Sales Babble
Sales Babble shares selling secrets for non-sellers. Masterful selling is understanding what buyers want, discerning if you can help, showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com
You can be yourself when selling. It’s all about helping others with their challenges and aspirations. I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it. Learn the selling secrets for non-sellers and start making a difference today. Here is the entire back catalog of episodes in the sales podcast. Look here https://www.salesbabble.com/sales-podcast-free-advice/
This is a production of Habanero Media https://habaneromedia.net
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