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Documenting A Bad Experience Can Cost You Sales

Written by: Virden Thornton

Article Overview: The “Documenting Bad Experiences For Future Reference Could Be A costly Mistake!

Documenting A Bad Experience Can Cost You Sales

Some sales representatives and service industry professionals feel that it is smart to write in their call reports or computer tracking programs, every negative experience that they suffer from less than nice decision-makers, as they try to close a sale. Often, sales managers encourage this kind of reporting. But this documentation is a big mistake.

On the surface it appears that documenting bad experiences would be helpful in avoiding future confrontations, but in fact this myth rarely prevents negative encounters and always costs an organization money. Times and people change. Two weeks after a negative encounter, a new decision-maker might take over the responsibly for a given area, but because of the negative information in a file, no one will try to make a sale for many years to come. Don't document bad experiences. This could cost you and your organization a lot of money.

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Article Tags: big mistake, confrontations, decision maker, decision makers, encounter, experiences, myth, negative experience, organization money, sales managers, sales representatives, service industry professionals



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