Thoughtful Thursdays - Have You Ever Thought You Were Entitled To An Order?

We do not close every sales opportunity that we work on, and it is always disappointing to not get the order. It is more difficult to accept when you have done everything in your power to close the sale.

You may have been in conversations or overheard phrases like: "we really deserved to get that contract" or "we've got it in the bag - no problem!"

It can be dangerous to have a sense of entitlement. In my experience nothing is in the bag until the order is placed and confirmed, and even then, the train can go off the rails.

It reminds me of my learned colleague's post from last week: Wise Wednesdays - run with it! Did I detect a sense of entitlement to posting on Wednesdays?

As I have said before, there are situations that come up when it does not matter what you do, you will not get the order. Your business is depending on you to to minimize these occurences and be in situations where winning the battle over the competition is achievable.

So my suggestions this week are:

1. Do not assume you are getting the order
2. Do not rest on your laurels
3. Do not assume that if it happened before, it will happen again
4. Always have a rich list sales targets you are working on
5. Know as much as you can about the industry your customers and propects participate in as well as the industry you work in

Good selling,
Richard