It’s Rough Out There
And, making mistakes is often a better learning tool than Success!
As an Account Manager I had made a mistake and forgot to add a $5,000 line charge to a deal and lost those dollars, the customer wouldn’t agree to pay that line item. I told my Manager and he said “Congratulations, go find another deal”
We all make mistakes. Let’s sharpen our selling skills, ask more questions, especially identifying the Approval Process and with Procurement ask what is their process and timeline.
Start early asking questions and ask often!
Be careful pitching complexity, keep it simple to move quickly.
Be careful when financing, customer typically MUST PRE-PAY upfront every penny one way or another. If they can’t finance or PRE-PAY (Allocate future funds to today), no deal. No negotiation here.
With that, “Congratulations, go find another deal”
Good Luck!
Jerry Lang
