Sales Chump

As sales people sometimes we just push forward so fast we don’t even remember the last sale we made.  When it’s a big sale it’s a little easier to remember and recollect your thoughts on how that sale made you feel.  Today I write about a big fish that I was able to reel in and it gives off that “new sale smell”.

I tend to work with larger corporations that have big name recognition.  Now this has it’s pro’s and con’s.  The sales cycle is typically a lot longer but the payoff is much greater and the name recognition that it brings to the company get’s the executives talking.

Well after several months and working with legal departments revision after revision for the contracts needed, we finally were able to seal the deal with a signature.  The selling of the product was done well before the deal was finalized.

I know it sounds cliche to say “it’s not about price” but in this instance the value was placed equally on price as well as the terms of the deal.  It wasn’t so much about the price of the product but more of the willingness for my company to sacrifice some of their terms and conditions as well as our soon to be customer’s terms and conditions. There were definitely negotiations and deal making but it was never involving the price.

I don’t look back much on my sales but ever so oftern you get that one that makes you think back to what got you the deal as you sit down and your desk still has that new sale smell.

Since we will be rininging in the new year next week, it’s time to look back on 2008 and see how you can learn and get better.  If you don’t keep notes on your sales or some kind of journal (which you should) remember back on your successes and failures. 

What were your best sales from 2008?  What did you do differently to make them successful?  Was there something particular that made the sale go through?  Think back on your top 10 sales and write down everything you can remember about them.

Now think to your unsuccessful sales.  What went wrong?  Was there something that you can put your finger on that made the sale crash and burn?  Again, write down everything you can remember about the sales.

Reflect on the good and the bad.  Try to continue doing the same things or building upon the successful sales techniques.  Look at the unsuccessful attemps and learn from those as well.  Try to do things differently and employ new techniques that can turn those failures into sales in the future.

Reflect on other aspects of your job and life as well.  Were you calling more people or knocking on more doors when you were selling more?  What was happening in your person life when sales were good and bad?  Attitude and mental clarity from your personal life carries over to your professional life.  The happier you are in your personal life, the more successful you will be in your business life.  Try to get back on track personally if you have been struggling.

2009 is the perfect time to make the changes you always think about.  It doesn’t have to be a New Years Resolution but write down these things along with your 2009 sales goals.  You can incorporate both to the new and improved you.