Idea Sellers

The Big Sale That Got Away

We all dream of it. We envy other salespeople who claim it. We look for it constantly, sometimes at the expense of immediate success. We hold false hope in it as our security blanket. What is this mysterious "it?" That big sale. The one that will put us on the map and put money in our pocket. It is the big sale that will make our quota for the year. It's our earnings salvation! Is it really? How often do the big ones actually materialize? How much of our valuable time do we spend in pursuit? Do we sometimes sit long and hard, wondering how that big-one got away from us?

The truth is that our human nature compels us towards that lofty goal of the big sale. Yes, they do happen. Yes, the big sale can be a game-changer. Yes, the big sale can often change our finances. The issue is that the big-sale is a rare event and problems arise when we float from one big opportunity to the next without regard for the daily work and sales that are our 'bread and butter." We cannot afford to allow this "lottery" mentality to ruin our sales plan and critically upset our success.

Few sales plans are built upon the premise of a single large sale. While this goal may be an integral component of a larger, more comprehensive action plan, the typical sales plan is comprised of action plans for achieving sales success at many accounts on a smaller basis. Combined, these multiple sales goals often represent a far greater source of selling success and earnings than a single large sale.

There is a subtle yet obvious danger to "having all of your eggs in one basket." Any variable in the related industry can severely impact your action plan and pending success. Furthermore, a rift in the relationship between account and salesperson can severely impact the likelihood of sales success at that account. That risk is best realized when spread across a spectrum of possibly dozens of accounts in the same manner a financial portfolio of mutual funds spreads risk more comfortably than a portfolio with small group of single-industry stocks. The salesperson also runs the risk of becoming "pigeon-holed" while servicing a single customer or industry. The big sale that got away is a tale more apt to be told by such an individual.

The impact of a single lost sale is less damaging when your sales efforts are spread across a wide range of customers. This type of effort usually provides a steady stream of strong sales, good relationships and plenty of growth opportunities. Do not worry so much about the singular big sale or even the "one that got away." Your needed income will likely be derived from your steady performance and services provided to your entire customer base. Your growth will come as this base expands and you provide additional value. This is where your daily sales energy should be spent.

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Daniel Sitter
Author

Stumble It!

Pounding Vs. Scratching for Sales

A frustrated, angry person was determined to retrieve a power tool from a former friend whom he had loaned the tool to many months earlier when they were still respectful of one another. Harsh words and strained feelings had multiplied many times over since then leaving little if any relationship. Brooding had long since replaced laughter between them.

One particular day, the person once again approached his neighbor's front door, pounding away and screaming for him to open the door and give him his property. The routine continued for 10 minutes without success. The person concluded that his neighbor was not home and left. He returned later in the day, replaying his earlier and well rehearsed behavior. This time, his neighbor responded through the steel door, shouting with colorful language and displaying his own anger. Frustrated after fifteen minutes of unsuccessful sparring, the person relented and took a break, stretching out on his neighbor's front lawn. The afternoon sun, gentle breeze and slower breathing had soon relaxed him .

While enjoying the scent of the freshly-cut grass, he noticed his neighbor's dog, a cocker spaniel which had been playing in another neighbor's yard, had come home and arrived at the front door. He sat in front of the massive door, looked up with tail wagging and gently raised his front paw to scratch at the door. His owner, responding to the quiet yet familiar sound, proceeded to the door, opening it with a warm smile so that his best friend could once again enter.

The person, in an "ah-ha" moment of startling revelation, decided that he had been taking the wrong approach in his endeavor to retrieve his power tool. He recalled his friend's smile and the many good times which they once shared. Displaying renewed vigor, he once again approached the door. This time, he knocked respectfully and gently scratched at the door. His neighbor, viewing him through the window, reluctantly decided to open the door and share a conversation with his former friend, who soon and once again, became a good friend. 
 
I have witnessed many salespeople, who in a spirit of arrogance, display an attitude which states that they somehow deserve their client's business. Some salespeople attempt to push their way into an account in an attempt to force their agenda and product line into a prospect's operation. Customers, as with most people, respond to respect, kindness and a perception that the salesperson is working on their behalf, to help them meet their goals. A warm, genuine smile and customer-focused agenda will open many more doors that any forceful, relentless pounding will ever do.

Customers are people first. Remember that fact and you will succeed in all you do.

If you enjoyed this post, please bookmark it and subscribe!

...........................
Daniel Sitter
Author

Stumble It!