| The Reason a Sale is Made, or Not June 21st, 2017 by Bill Boyajian |
It’s easy to get puffed up when we make a sale, and even easier to get deflated when we lose one. But do we really know why a sale was made, or why it was lost? Often we don’t. Seldom do we ask why a sale is made because we know better than to question it. The best thing we can do is stop talking and write up the order. But we should always review every sale to make sure we know what triggered our customer’s decision to buy. Understanding the motive, the reasoning, and the decision-making process is a key to securing the next sale.
And when we fail to make a sale, we should always ask ourselves why. Unless we understand the cause of the loss, we will never be able to learn from it and improve our delivery. We need to dissect the sale process to see what went right and what went wrong. Did we fail to sell ourself, the store, or the product? Was the customer really ready to buy or were they just looking? What would have pushed the person over the edge to commit to buying? Unless we investigate both our successes and failures, we will never get better. Often we learn more from our failures than successes, but I think we can learn a lot from both. So take the time to review every sale. It’s worth the effort you put into it. Tags: Advice, Business, Business Development, Business Tips, Buy, Decision, Delivery, Developing Leaders, Failures, Improve, Knowledge, Leaders, Leadership, Learn, Learning, Lost, Made, Motive, Process, Product, Project Leaders, Question, Reality, Reasoning, Relationships, Reputation, Review, Sale, Sales, Store, Success, Successes, The Mind of a Leader |
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“I needed help orchestrating a succession plan for our business. I had heard that Bill Boyajian specialized in assisting owners to transition their business to the next generation. He knows how to bridge the generation gap and deliver what each needs to hear. I would recommend Bill to any business owner who needs advice on succession planning from a trusted outside professional.”
–Charles Denaburg,
Managing Partner,
Levy’s Fine Jewelry
Birmingham, AL
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Leitzel Fine Jewelry
Hershey & Myerstown, PA
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–Ernie & Debbie Cummings
Kizer-Cummings Jewelers
Lawrence, KS
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