Posted on May 5, 2015
Making the Transition to Aflac (How would you deal with this?)
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In the world of "Failure is not an option" when your sales call doesn't go the way you had prepared and hoped for, how do you deal with the disappointment that comes with it, especially when you know you did everything right to set the appointment up for success and the real problem was that your client was either not honest, lazy, or had no concept of acting honorably?
Sales
Honor
Integrity
Posted >1 y ago
Responses: 4
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Capt Richard I P.
I'm a pretty punny guy. But seriously, if you know you did everything you could and the fault is with the client, and there weren't reasonable warning signs that the client would do this, cut losses and move on. Don't waste any more time or energy on sunk costs.
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Don't take it personally..There will be other clients out there for you. I had a web design firm for 12 years and if I let the rejections or blow offs get to me, I would have never gotten ahead. A better client is on the horizon for you. Good luck sir!
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CPT (Join to see)
I don't necessarily take the blow off personally. My problem has always been the big picture and how small things fit into it. I see that the rule is mediocrity and in professionalism and the exception is integrity and standing by your word. I bounce back and forth with my feelings on this. On one hand, it makes it easy for someone who knows no other way than the right way to get things done to rise to the top and truly excel. On the other hand, I am a giver and I want those around me to succeed. I built a successful military career on simply putting my Soldiers first. I rarely had to want success for my Soldiers more than they wanted it for themselves, but my coworkers and clients now are not cut from the same cloth.
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1) Reflect -- any worthwhile takeaways? What worked, what didn't, what did you like -- always be learning.
2) Fuggedaboutit -- You never can be sure why someone says, "No," in sales. Maybe they are having a bad day, maybe their budget is up for the month, maybe they hate the color blue and you were wearing a light blue shirt. Did you control what YOU can control? Then you did your job. Of course, forgetting something like this can be tough. I'd recommend meditation, working out, or a reasonable amount of whiskey.
3) Build a system. A "loss" like this sucks when you don't have something to move on to. Your sales system should include moving on to the next client that you've got lined up, and how you are going to follow up with the ones you don't close. With a system, your day isn't filled with arbitrary "wins" and "losses", but a consistent set of actions that leads to results.
2) Fuggedaboutit -- You never can be sure why someone says, "No," in sales. Maybe they are having a bad day, maybe their budget is up for the month, maybe they hate the color blue and you were wearing a light blue shirt. Did you control what YOU can control? Then you did your job. Of course, forgetting something like this can be tough. I'd recommend meditation, working out, or a reasonable amount of whiskey.
3) Build a system. A "loss" like this sucks when you don't have something to move on to. Your sales system should include moving on to the next client that you've got lined up, and how you are going to follow up with the ones you don't close. With a system, your day isn't filled with arbitrary "wins" and "losses", but a consistent set of actions that leads to results.
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