Sales Discipline: Five Steps To Recover From A Lost Sale

Ever lost a sale? Of course you have, we all have. The difference between the average salesperson and the great salesperson is how quickly you recover from the lost sale. When you lose a sale that you thought you should have won, it is often tempting to take it personally and to become negative. If you give in and allow the lost sale to affect your attitude, then you will be allowing the lost sale to affect your future sales presentations and therefore affect your future sales.

There are five steps to recover from a lost sale and to rebuild your positive attitude so that you can quickly bounce back and start making new sales.

Step One: Turn To Your Personal Foundation

Your personal foundation is made up of those people that believe in you and the people that inspire you to be your best. It is important that you turn to these people as you begin recovering from a confidence shaking lost sale. These people play an important role in your personal and professional life and it is important to use them when you need them the most. Pick up the phone and call them. You will find yourself immediately feeling better.

Step Two: Walk Away

When you find yourself a bit rattled from losing a sale, walk away and get your mind off of work for a short time. Something as simple as doing a crossword puzzle, working on your hobby, or playing with your kids will give you the needed break from work that is important to getting over your lost sale.

Step Three: Talk To The Customers Who Love You

Pick up the phone and call those who love to do business with you. Call them to make sure everything is going well for them or to simply chat. They'll remind you of why it is great doing business with you.

Step Four: Read Something Inspirational

Having an inspirational book or audio program nearby is always beneficial, especially when trying to recover from a lost sale. You should read a few pages or a few chapters of your book to rebuild your confidence and maintain a positive attitude. By reading a chapter or two you'll find that your attitude will begin to immediately turn around.

Step Five: Plan

If the lost sale changes your monthly sales plan, then after you lose a sale it is time to revise that plan accordingly. How can you make up for that lost sale? Most times you should not try to make it up with just one big sale. You will find that it is more effective and realistic to spread the lost sales volume over several smaller sales. By having your revised plan and a fresh positive attitude you can again hit the road and get back on task to hit your monthly sales goal. After all, it is great to do business with you! Go Get 'Em!

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Tom Richard is the owner of Tom Richard Marketing and Tom Richard Sales Education.