The easy part of Sales that is being ignored.
Through my experience as an independent sales rep all these years I saw it happening again and again and again. Good salespeople putting an effort, convincing the prospect and at the end…Lose the sale. How could that happen? The answer is sad and angering at the same time.
They did not follow up, or they followed up poorly.
You put all the effort, you find the prospect, you pass the Gatekeeper, you use all your sales techniques, and at last, you have the chance to speak to him. You convince him for an online Demo, he participates in that demo, you organize a second “Go to Market and Onboarding” Plan, he agrees to the proposed slot, you have the meeting with him and at the end of the meeting, the prospect tells you: “Very nice Alex, let’s do it. Call me back next week Monday at 10:00 am, and we close the deal,” but you don’t call him, or you call him 2 days later, where he then says: “Sorry Alex, I waited for your call on Monday, but you did not call me, so I decided to go somewhere else.”
But why??? Why does that happen?
There are 2 main reasons.
- Salespeople are social animals, and they are very good in human understanding, understanding of details in human behavior and how they can exploit those details, those “human weaknesses” for their benefit. Salespeople are bad when it comes to organization and keeping up with dates and other things other people might find easy.
- The most important reason, however, is the winning rush! Everyone that has worked in Sales knows that there is no other work that can give you this feeling other than sales. This feeling of Victory, this feeling of invincibility, of success when you close the sale. It’s not the money, nor is it the acceptance from your colleagues, it’s the feeling of victory; that feeling of victory you received the moment that your prospect said yes… with a small detail. He said yes, but he has not signed yet though, and the deal is not closed until he signs. But for the salesman, those are insignificant details, because he got the yes and once he did so, his interest in the prospect already gone, it’s a done deal. Unfortunately, that’