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.
Documenting A Bad Experience Can Cost You Sales - To learn more about this author, visit Virden Thornton's Website.
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Virden Thornton
(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
www.TheSellingEdge.com/book1.htm
Note: You can contact Virden at vi
rden@TheSellingEdge.com. You can also
see an expanded biography at: www.TheSellingEdge.com/bio.htm
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