Losing the Big One: Recovering Deleted Files

 Losing the Big One: Recovering Deleted Files

We've made up our mind about our vendor, and it's not you after all.

A difficult set of words to hear. Someone else has taken control of that huge transaction, the account you've been after for months.

"We value the time and energy you invested in submitting your offer. It was really expertly done.

Yes, they do truly value the months of intense labor you put in, but not enough to send you a payment. You have the impression that you were recently chosen to be Loser-ville's mayor.

What then do you do? Many salesmen make one of two mistakes at this critical juncture: either they permanently forget about this large potential customer (and the time invested), or they take a desperate action that further solidifies their reputation as the Company That Couldn't. Hey, Mr. Prospect, hold on a minute. Are you really ready to say no once and for all? Hi, hello? Hello, hello? Never make remarks regarding a prospect's mental state.

Being able to act as a backup vendor is one quality that sets effective salespeople apart from outstanding ones. By essentially presenting yourself as the account's backup supplier, you position yourself to eventually win over the client's business through ongoing relationship building. The majority of businesses desire depth in their supply chains. Everyone enjoys having choices. Clients that refuse your last request are rare.

Yes, anything.

They may not sound honest, yet they have extended an offer to continue the connection. You may now get to work showcasing your potential as a fantastic merchant. Never disparage the business that received the contract; this is an important lesson to learn. You are criticizing the customer's recent decision if you speak poorly about the victorious competition. It is not a good sales strategy to call a potential customer stupid.

Next, ascertain why precisely you lost the sale. It's usually not difficult for others to point out your mistakes. If they refuse, explain that you need additional information about their particular requirements in order to be a reliable backup vendor. Soon enough, you learn what went wrong and what needs to be done correctly in order to finally get the business. You will eventually win the account with the help of every detail you find. See what part you took in the botched transaction.

You can also request recommendations. The ease of obtaining leads from a company that has recently informed you that they have selected a different supplier will astound you. After that, sell to the other businesses and obtain recommendation letters from them. Provide copies to the business that referred you, along with a message of appreciation.

Keep developing the relationship in the same way as you would if you were the main supplier. Add recurring reminders to your contact database for the client (if you don't have contact software, grab your phone and place an order next to the lava lamp) and follow up with them. Remind them again and again that you'll be available to help if needed.

Establish an email correspondence with them and inform them from time to time—not every two days—of the ways you are assisting your other satisfied clients.

Continue fostering the connection. Provide updated product information and keep the things they use stocked. Provide answers to any issues they may bring up with you. Send them to other businesses that offer the goods or services you do not. Engaging in these kinds of activities will guarantee that you remain on their list of approved vendors and establish your credibility as a problem solver.

Treat every employee with courtesy. In the future, someone who isn't making the final decision today might. In actuality, I have witnessed circumstances in which the person at the bottom of the hierarchy become the one making decisions. Because I gave him respect back when he was Mr. Nobody, I was able to get the contract. In a another instance, I learned that the purchasing agent had been changed, and the new person disliked the vendor. In addition, I have developed close bonds with prospective decision-makers who eventually leave to become actual buyers at other businesses (guess who won the contract).

Invite the client to social gatherings and company activities. They will eventually become customers, so treat them as such.

While you're doing it, keep track of the things that didn't work the first time around with this client and make sure you have everything covered for later. Stay the course if your goods and services outperform those of your competitors. As you begin to establish yourself as the low risk provider, your potential customer will be having to replace parts or receive subpar service.

If you give the lost client enough attention, they will begin to picture how well you would handle them if you were actually in their business. The business will eventually go to the organization that maintains the longest communication.

Develop calm, steady perseverance. At the Astrodome, we had a Skybox. I once had some people there from a business that we had never sold anything to. Along with all of our satisfied customers, they relaxed and watched the game. "How come we are not buying from you?" the CEO asked me as he approached me at the end of the day while holding a platter of barbecue. "I have no idea," I exclaimed. The following day, I signed them.

Never give up. I was once informed by a company that I would "never, ever" get their business. It never happened to be precisely eighteen months.

Garrison Wynn is a well-known coach, trainer, and speaker in the country. At Wynn Solutions, where he serves as President and Founder, he specializes in The Truth about Success.

Wynn Solutions website

Location:

Share :