Lose Early!

So, we are in the home straight, in the run up to those end of year sales figures. Now is the time when we all get on the phones and ask that question we may have been too reluctant to ask before, " When can I expect your order?" It sounds so simple, why would I even mention it? Because too many sales specialists still rely on Order to processing to let them know when the order arrives rather than being in a position to tell Ordering process when to expect it!

Actually asking for the order is something that brings the process to a tipping point and, just maybe (and I am sure this doesn't apply to you!) we may be concerned that we haven't got all the bases covered. Have we considered all the buying influences? Are they all on our side? Never mind what we have done, what have we not done? 

I had been in sales for a couple of years and had done very nicely against target, but as ever at this time of year I was wondering what would be asked of me in the next year. Sales Managers always need to squeeze a little more out of the system as each year comes around, so how was I going to deliver? A new sales person joined the team and I was asked to show her the ropes; teach her about the products and get her out on the road. Only a couple of days in and we were in front of a customer. I did a great demo and was confident that we would get an order. All the signs were there. The new person (if it was a man I could have said "new guy" and been OK, but as she wasn't I cannot use the demeaning "new girl!") had said very little but I knew she was taking it all in - she is still a fiercely competitive and focussed person and highly successful as a result. Then this voice spoke up, almost as we were going out of the door, "So when can we expect your order?" Oh my gosh! How rude!! Well no, not rude at all. After all, what other possible reason could we have had for being there. But then I knew how I would deliver growth the next year!

Another guy who I respect enormously (don't tell him whatever you do!) always says that sales people should be ready to lose early. It takes a moment but think about it - if you haven't done your homework, if you haven't got a good solution for your customer (and sometimes they don't even realise that you regard them as a customer!) then you are not going to sell them anything and you have to be ready to walk away. You only have one valid reason for being there. If there isn't a sale then get back in the car and go where you can make one. Learn from it and do better next time.