When we lose a deal, whose fault is it? In the Sandler world there is only one person to blame, the sales rep. We believe there are no bad prospects, just bad sales people. We believe sales people don't get thrown out they bail out. We believe that by doing our job up front, with a systematic approach, we always are in control of the process.

Does it mean we never lose a deal, "No". But it does mean that we live in a system that keeps us in control and helps the buyer make the best decision for their needs.

Are you using a sales system, or just reacting to the buyers system?

You invested a lot of time and energy putting together a presentation of your product or service. You made your presentation and dotted all the "i"s, crossed all the "t"s, covered all the bases, and answered all the prospect's questions. But, instead of a buying decision, you only received a stall, a put-off, or a request for some concession. At whom do you point the finger of blame?

You could blame the prospect for being indecisive or dragging his feet. You could surmise that a competitor made an eleventh-hour concession that undercut your offering. You might even suspect that the prospect used you to gather current information to use as leverage with his existing supplier. Any one of those situations may have occurred. But, isn't that what buyers are supposed to do...negotiate or hold out for what they believe to be the bast deal?

Rather than assigning blame, take responsibility for determining exactly what the prospect needs to see or hear to be comfortable giving you the business before you even begin to work on your presentation. Get the prospect to paint a picture of the "best" deal. Then get a commitment as to exactly what will happen when you come back with a presentation that exactly matches the picture. If the prospect is unwilling to commit to a buying decision, then it's most likely not in your best interest to pursue the opportunity.

Jeremy Rawitz

Sales Strategy Corp.

347-385-8500

jr@salesstrategycorp.com