How to Lose the Sale: A Cautionary Tale

Recently I’ve been feeling tired and a little bit stressed. For the past few months we’ve been working very, very hard putting together our incredibly successful Prospecting for Profit Summit that ended last week. I decided now that the Summit was over to treat myself and get a massage. I wanted someone that would come to my apartment as riding the subway and/or trying to flag a cab in NYC after a massage seemed counterproductive.

A friend of mine, who knows about these kinds of things, gave me two recommendations, Natalie and Will. She recommended I try Natalie first as she said Natalie was a “genius.”

So of course, I called Natalie. She never called me back. When I saw my friend the following week I mentioned to her that I’d never heard back from Natalie. My friend said she’d call Natalie on my behalf.  She then sent an email saying that she had spoken with Natalie and that Natalie was expecting my call. This seemed a little complicated just to get a massage.

I called Natalie again and this time, luckily I guess, caught her on the first try. We discussed what I needed and her rate and all that was left was to set up a time to actually get the massage. I opened up my calendar. We started going back and forth with dates and times. I’m pretty busy so it was a little bit difficult to find a good time that would work within the parameters that Natalie had given me but that’s what I was trying to do and then Natalie said, “Why don’t you think about it and call me back?” I was stunned.

We said our goodbyes and hung up.

So, Dear Reader, do you think I thought about it and called her back? Of course not. I called Will. Will called me back in a timely fashion, was easy to deal with and I have an appointment next week.

So what is the moral of our story? First, if a prospect does call you it’s a really good idea to return the phone call. Second, when a prospect is exhibiting buying signals… something like checking their calendar to schedule the meeting, don’t let them go. Have some patience. Looking at a calendar to set up a meeting is a big buying signal. Ignore buying signals and your competition gets the sale.

I’m really looking forward to my massage next week with Will!

About The Authour

Wendy Weiss is the creator of the Salesology® Prospecting Method that generates predictable sales revenue. She is an author, speaker, sales trainer and sales coach and is recognized as a leading authority on lead generation, new business development and sales.

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