SWSWSWMO

by Shaun R Smith on August 3, 2010

Post image for SWSWSWMO

If you’ve done work to improve your selling skills, you might have come across the expression “SWSWSWMO.”  Or Some Will, Some Won’t, So What, Move on!  Dealing with sales rejection is something every business owner has to face – and many have to coach your sales teams through it also.

So what’s the answer – BALANCE.

Learn from Each Lost Sale

Every time you lose a sale, there is something to learn: an opportunity to improve and save you time and make you more money in the future.  Let’s look as some possible learnings:

- Your Prospect was Not Qualified

All great sales people with high closing rates got there because of the skills they’ve developed in pre-qualifying.  Great sales people don’t have time to waste on the wrong opportunities.  As with many things in sales, it is a bit of an art, and a bit of a skill.  Prequalifying means you get as much information as possible to stack the deck in your favor.  These items include assessing budget/money, wants and needs, decision making, and timing.  Great salespeople don’t waste time with the wrong prospects.

- Did You Ask So They Felt Heard

Questioning is an important part of the sales process.  It helps you ascertain the prospect’s needs and explain how your product or service fills that want.  Questioning also shows your prospect that you understand her.  Being understand is a basic human desire.  If a prospect doesn’t feel like you “get” her, she’s not going to buy from you.

- There Wasn’t a Match or Win-Win

While improving your selling skills so that you can sell ice to Eskimos can be profitable in the short term (and working on your skills is always valuable), the long term health of your company will be determined by creating great value and experiences for your customers.  That can only happen if you have the right customers and create a win-win scenario with them.  If your product or service isn’t a great fit for them, don’t sell it to them.  You might have a short term gain, but it won’t pay off in the long term.

MOVE ON

While you want to pause enough to pick up any learnings to improve your selling skills, you don’t want to get stuck in the past or in the ones you lose.  Remember, the best time to make a sale is on the heels of another sale.

What other things have you learned from lost sales?

Photo By: Pete Simon

Comments on this entry are closed.

Previous post:

Next post: