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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!

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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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Home > Sales > Virden Thornton > Documenting A Bad Experience Can Cost You Sales
Article Tags: big mistake, confrontations, decision maker, decision makers, encounter, experiences, myth, negative experience, organization money, sales managers, sales representatives, service industry professionals

About the Author: Virden Thornton
RSS for Virden's articles - Visit Virden's website

VIRDEN J. THORNTON is the founder and President of The $elling Edge®, Inc. a 23 year old firm specializing in sales, customer relations, personal coaching and management training and development. Clients have included Sears Optical, Eastman Kodak, IBM, Deloitte & Touché, Bank One, Jefferson Pilot, and Wal-Mart to name a few. Virden is the author of Prospecting: The Key To Sales Success, Organizing For Sales Success, 101 Sales Management Myths, A Realtor's Success Formula, and two best sellers 101 Sales Myths and Building & Closing The Sale. He also has a video/audio tape training program entitled Close That Sale, published by Thompson Learning. He has also authored a Self-Directed Learning series of sales, coaching & team development, telemarketing and personal productivity training guides. To obtain a substantial discount on two of Virden's new manuals, 101 Sales Myths and Organizing For Sales Success, just go to http://www.TheSellingEdge.com/book1.htm Note: You can contact Virden at virden@TheSellingEdge.com. You can also see an expanded biography at: http://www.TheSellingEdge.com/bio.htm

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