Lesson Learned the Hard Way

September 22nd, 2009

Have you ever been on a sales call that was supposed to be an easy win yet somehow the deal crumbled before your eyes? Have you ever had the perfect plan yet somehow what you thought was perfect was not even close to what the prospect thought was ideal?

I recently learned the hard way that not following the system is not a good idea. I accepted a think it over believing that the individual had good intentions yet I ultimately forgot one of the most talked about Sandler rules – ALL PROSPECTS LIE ALL THE TIME. I gave it one day, then two and still no call back. I try him and of course no return phone call. What was I thinking? That return phone call is never coming and the quicker I realize that and move on the better!

No matter how hard we try these things are bound to happen! What we have to remember as sales professionals is that although a yes is best, lessons learned are valuable as well. If you can leave a sales call and recognize what went wrong and reflect on your ineffeciency so that you don’t make the same mistake twice you had a success. Progess not perfection is key to learning in the sales world.

Karen Casey

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