Sales & Sales Management Brew

When we hear no from a prospect there is always a reason. The usual response from a sales person when when asked why a sales isn't made sales people will usually start the response with 'they'. And that is the second mistake.

The first mistake as to why an opportunity didn't turn into a sale was made by the sales person. There are only three reasons to not get the business: The product was wrong, the pricing or structure was wrong or the person involved was the wrong person. As a sales person, take ownership of what the original mistake was - you didn't find out what it was going to take to make the prospect a client: product, pricing or person.

Do this and eliminate the second mistake of blaming the prospect.