Don’t Quit

Meenakshi Handa

We have heard this slogan n number of times but I feel it applies equally to sales as it applies to life in general. I would recommend all the sales persons not to quit even after they have lost the sales.

We are taught that we should utilize our time only on the prospects from where result is guaranteed. I simply suggest that we should spend 95% of our time on the right prospects but keep 5% of time for the non prospect or even for the customers where we have lost our sales to competitors. I have always got bonus sales from these customers. I fondly remember my first job wherein after strong negotiations I lost the sales to my competitor.

My competitor would have completed the work of installation and other formalities in a week’s time. I called the customer just to check how things were after the installation of the product. I was pleasantly surprised to know that my competitor was not able to match the commitment given to the customer and the sales fell into my kitty. I got sales not because my product or pricing was better than other options available to the customer, but only because of my persistence. This has taught me to keep in touch with the persons whom I had approached but failed to convert them as my company’s customer. Just a phone call on their birthdays or on Diwali, New Year etc has acted as bond between them. So whenever there was an opportunity for these persons they have helped me by giving me sales directly or by referring and recommending me to others. So my dear friends “ keep in touch and don’t quit”.

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