Sometimes it’s the things we don’t do that hurt us more than the things we do. In sales, this is probably more often right than wrong.
Very often, our sins of omission are more penal than our sins of commission. Forget to send a quote or bid and you don’t get the job. Forget to send that fax and someone’s going to be mad. Let that pile of papers sit too long on your desk and see if it doesn’t cost you some business.
We all forget, so I hope those that we forget remember the last time they forgot and cut us a little slack. But don’t bet on it. You’ll never cause yourself a problem by checking and rechecking to see if you’ve completed all of that days tasks, so feel free to do just that.
Sometimes we take a long time customer for granted and lose business that way. My all time favorite TV commercial is the old United Airlines commercial where the boss comes in with airline tickets for everybody. They’ve gotten to used to sending a fax and a phone call, but no personal visits. He’s going to see the old customer who dropped ‘em and started all of this. You’ll never lose a sale by being attentive, responsive and available, so feel free to be all three.
There are many reasons for why we have sales gaps, so over the next few days, we’ll look at those and see if we can learn how to eliminate or at least minimize them.
Hang on, this rides gonna be bumpy !
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