A Sale Is Not A Sale Until It Is Opened, Closed and Paid For!
Have you ever walked away from a meeting or presentation with a great feeling and a commitment to do future business (my next deal is yours!), but you felt that something was not quite right? Maybe the presentation went too smoothly, or closing the deal was just a tad too easy? You shoot an email off to your broker or sales manager "we've got Jane Smith as a client!". Three weeks later you hear back from the broker "how did it go with Jane Smith?" And you realize the promised order never came? Your early suspicions were right and your customer has had a change of heart (nice of them to let you know though!).
Why did your customer do that? Possible reasons include:
They felt over pressured into making a commitment
They were later afraid that their decision would upset their current vendor, office manager (JV) or colleague
They never had any intention of switching (companies, agents)
We sold what they weren't really interested in buying in the first place (needs analysis is key)
You may be able to salvage the business by following up, finding out what went wrong and changing it. Remember, the deal doesn't really count until is arrives and is closed - with money in the bank!
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