You know what I’m talking about.
You have been working your tail off trying to close this one client, and just when you think that moment is going to come, the client delays or backs off all together.
For a salesperson, this particular experience, especially with a large and/or significant prospect, can be so discouraging.
Your sales motivation can really start to tank.
Such an experience has the potential to not only ruin your day, but your whole week or month — if you let it!
What is the best thing you can do when you can’t close a sale?
Call your best customer!
Yes, call one of your existing customers who has always been profitable for you and generally is a pleasure to work with.
Calling one of your favorite customers immediately after you are unable to close on someone else is bound to keep you from falling into a pit of frustration and disappointment.
Whatever you do, don’t call your spouse, significant other or mother!
Because those people — the ones who love you no matter what — are only going to feed into your self-pity spiral. They are going to feel sorry for you, offer you lots of flattery, remind you that you are wonderful.
“What’s so bad about that?!” you may wonder.
Sounds kind of soothing and reassuring, right?
Blah. Blah. Blah.
It’s not that your loved ones don’t mean well. And it’s not that all that sugary-sweet stuff they say to console you isn’t accurate.
That kind of consolation, though, will ironically do more to keep you from focusing on sales.
You are a salesperson and during your working hours, your sales career demands that you focus on things related to selling.
So, if you instead call your best customer when you are teetering on the edge of despair, there is a high likelihood that they will get your mind back on sales.
Just hearing this customer’s voice often is enough to remind you that indeed you are proficient at what you do. Your sales motivation will go up a notch or two.
Better yet, the customer may even be in need of more of what you have to offer.
Before you know it, your bad day may turn into a productive profitable day.
The best thing you can do when you can’t close a big sale is CALL YOUR BEST CUSTOMER!
Give it a try. You might be surprised at the results.
Copyright 2012, Mark Hunter “The Sales Hunter.” Sales Motivation Blog.