Thanks for all your comments, suggestions and critique ! These help me with my writing and the topics that seem to be in vogue and demand…
BUT as young sales reps we have certainly done our fair bit of screwing up a referral sale and this piece is an attempt to help the newbies in their sale careers!!
I have identified 4 instances of how we can potentially screw up a referral sale and used these descriptions to teach young budding sales stars to be mindful of this intricate process..
- You provided a detailed quote without a quid pro quo. If you’re going to do any significant work for a client, you must be “paid” by some concession to you that leads towards closing the deal. You should have demanded to present to personally to the CEO — or something else that might have given you an inside track.
- You didn’t differentiate your firm or your offering. While you may consider yourself to be a “boutique” firm, you obviously didn’t convince the prospect of that, because you ended up in a discussion of price. If you actually were a boutique firm, you’d be charging the highest price, and the customer would be happy to pay it.
- You bid on a deal without local resources. Since web development tends to be something of a commodity product, one of the few differentiators available to a provider is the quality of the sales rep. You needed a warm, personable body working the customer personally, in order to stand a chance of competing.
- You didn’t take the hint that you lost the deal. If the prospect is consistently blowing you off, they aren’t going to buy. Period. You’re just fooling yourself if you think that you’re still going to get the deal. Any resources that you expend pursuing this deal further is wasted. It’s over; deal with it.
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