Episode 583 - if you missed something earlier, how do you go back and fix it? Recovering the sale when things go bad.


If the potential customer or client says "let me think about it", "let me discuss with my wife/ husband/ boss/ colleagues/ kids", then it means you've missed out on something important in the earlier part of the sales process.

The sales process as we've outlined it in earlier posts includes (1) looking for people with a need, want, interest, or desire for our product or service.

If they say "let me think about it" then perhaps you might have to revisit this step and ask questions around interest and need to be sure you didn't miss anything.

You might discover with this approach that the customer thinks your solution is a "nice to have" but not something that's a "need to have". It's best to have this information earlier than later.

This gives you time to look for other people to talk to with a more pressing need, or you can keep the customer "in the loop" by using "nurturing" and "relationship building" tactics so that you'll be "top of mind" when they now have a pressing need.

What happens if they have a pressing need and it's important for them to get the product or service, but they still want to "think about it" or discuss it with other people?

More on those scenarios in future episodes.

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