Lost Sales can Pay BIG!

To benefit from the sales that you lose, try to get some information as to why the prospect did not buy from you. Some of the questions you might ask:
1. Who did they buy from and why?
2. What could you have done differently to get their business?
3. When will they be making the next buying decision for your products or services?
4. Ask them to help you by offering any suggestions that you can do to make the difference in the future with them or any other customers...

Paperwork is important!

Many times we are so excited to make a sale that we rush through the forms required for completion. Learn to pay special attention to the details in your forms. If you make even one mistake on a follow-up form (orders, directions, etc.), it could take you back to square one with the customer, and even cost you future sales with this customer. Be sure company names, addresses, phone numbers, and all other pertinent codes and information are correct.
Pay special attention to all the follow-up paperwork after a sale to avoid misspelled names, wrong products, billing errors, etc.

The incredible tool

The most incredible thing you can do to be remembered by your prospect is to write (by hand) a note of appreciation.

Show Appreciation

When your customer expresses satisfaction with you, your company, service, etc. ask if he/she would put it in writing. Testimonial letters are very valuable to show prospects to build credibility.

Pay attention to the ´forms´

Many times we are so excited to have made a sale that we rush through the forms required for completion. Learn to pay special attention to the details of your forms. If you make even one mistake on a follow-up form (orders, directions, etc.), it could take you back to square one with the customer, and even cost you future sales with this customer. Be sure company names, addresses, phone numbers, and all other pertinent codes and information are correct.

How does it make you feel when someone misspells your name? Sends you the wrong product? Wrong size? Wrong color?

The Ladder

You need to measure your performance as you go up the ladder. Keep a chart and mark each step upward, or backward. When you discover something that takes you one step higher, focus on using that to get you one step higher. We all find things that work extremely well for us. Use those to your advantage. We also discover things that can lose a sale for us. When we measure, we learn what works and what doesn't work and can develop those things that do work.