Back from the Edge: How to Save a Sale from the Business Abyss

Businesses are built on customers, but without salespeople even the first brick is out of reach. For that reason, you want to be 100% sure that your salespeople are at their best at all times. Losing a sale can be disheartening for even the most seasoned sales veteran, so you need the tools to retrieve a sale no matter how close to the edge it may be. Here are our top tips for saving a sale.

When push comes to shove, give something away

So you’ve done all you can and still the prospect is rebuffing every technique you employ. Before you give up the ghost, however, be sure you’ve considered every option. Depending on the industry you operate in, and of course your product or service, it may actually make sense to offer the prospect something free as a sweetener. This could be as little as a coffee mug or as much as a free month of service; it’s entirely up to the salesperson – and of course the business owner or manager – to decide. Whether or not the free approach suits you, there’s no denying that it can be a great tool when trying to swing a sale.  

If you’re at fault, admit it

Honesty is an attribute that many consumers might not associate with many salespeople, but stereotypes are there to be broken. If you or your team members are losing a sale because of something your business did, it’s almost always better to simply admit it. By being honest about being at fault – whether with regards to a pricing error, quantity problem, or anything else – you’re showing the prospect that you’re a company that values transparency. This might seem like a small measure, but open and honest communication can sometimes be all it takes to land a wavering sale.

Switch out your salesperson

Who doesn’t appreciate a breath of fresh air? When it comes to making an in-person sale, some personalities simply don’t blend well. If you have a high-value prospect who has been in conversation with one of your salespeople, and it doesn’t seem to be going well, consider switching them to someone else. Sure, you may have to step on some toes, but if a prospect is clearly not getting on with the person that’s trying to sell them a product or service, your business will be the one that suffers. The new salesperson will have something of a fresh start, along with the info that the previous team member gleaned during their time with the prospect. It might not be by the book, but it can get results – and might just prevent that sale falling off a cliff.

We hope you’ve learned something about how to treat prospects before they become clients. Once you’ve won that new business, you’ll need the right software to manage them, and that’s where AutoVu comes in. Explore the site today or call our friendly team on 0845 474 8824.