Fear of losing a client

[olivia25]

Unfortunately or fortunately, I often had to conduct sales trainings, although this is not the main service of our company. And there is one thing that has to be corrected in the vast majority of participants in these trainings, regardless of their status. Both salespeople and managers make the same mistake.

What I am about to tell you is a big secret and a real know-how. However, I am not a supporter of hiding useful information (since there is still a lot in reserve). So I decided to write this article.

Admit it, have you ever been afraid of losing an australia telegram data important client lately? Or just a client, because "every client is important"?

There is one law of life that I read from the author of management technology quite a long time ago. It is a fairly simple observation that allows you to increase sales efficiency. The observation is this: the ability to have something is higher than the ability to lose it.

It seems simple. It is obvious that it is easier to lose than to have. It is enough to look at some of the "rich kids" - daddy's boys who do not earn money and do not create a business, but simply get money from their parents and waste their lives. The money of the overwhelming majority of these guys slips through their fingers, they are not capable of having it. But they can lose it.

By "have" I mean the ability to command something, or to achieve something. To continue to reach for something despite obstacles. To obtain something through your intention.

What follows from this observation? If a person is not capable of losing, he certainly will not be able to have.

Once again. It is easier to lose than to have. So before you can have something at will, you must be able to lose it comfortably. Make sense?

Can you safely lose a client and not worry about it? If so, you will be able to have as many clients as you want.

Let's take this example. A wife comes home and tells her husband: "I've fallen in love with someone else, I'm leaving." What is the husband's usual reaction? Hysteria and a scandal, isn't it? Or tears and apathy, which is even worse. In all these cases, he doesn't even have a chance to change the situation, does he? But what if she sees that her husband is absolutely calm and says, smiling: "Okay, dear, goodbye. Leave the key on the nightstand"? It seems like he's heartless, but this is his only chance to enter into a dialogue and resolve the situation.

Even if he doesn't solve this situation, he will easily find another wife with this attitude. He is able to "have" a wife (pardon the pun) because he is able to lose her.

Women sometimes don't like this example, they get an unpleasant feeling from it. If a woman is reading this article, then I meant that the husband tries to leave, and the wife remains calm. Yes, that's exactly what I meant.

Here's how it applies to sales. If you're a salesperson who's been underperforming for some time, pick one of your contacts who's been in a deal for too long, and there's no end in sight. Call him and tell him that your negotiations have dragged on too long, that you can't afford it, so you've decided to end the relationship. This isn't a sales trick - actually lose him. Scared? Then do it. Here's why.