In sales, it is easy to have blinders on trying to close every possible deal. This is because making a sale means making money, in the short term. Salespeople can find themselves burning out and allowing people to drag them around in hopes of closing the deal. This sends a bad message to prospective clients because if you carry yourself as desperate, people will see you as such. If people see you as desperate for their business, you will come across as having your best interest at heart beyond theirs, which is also bad for business.
If someone is dragging you around because they might buy from you, and they are not treating you with respect, you should walk away from the business. Doing this shows them you are not desperate and gives you more time and energy to invest in potential clients that do treat you with respect.
The more energy you have to pour into these relationships, the more you will enjoy your work life and the more your business will increase. Sometimes passing up short-term deals will more than pay off in the long-term.
BoweryJE22
I agree that the more work you put into sales relationships, the more you will get out of them. You never want to look desperate to a customer and you want to make sure there is mutual respect between both parties. Sales can be a difficult field, but if you focus on the customer, then it can be very rewarding. Great post!
You made some good points here. Sometimes the best thing to do in sales is to move on from a certain customer. Time is a valuable asset. Ideally, it should be spent working with customers that respect you. I believe finding more respectful customers will also produce more sales because they display better loyalty.
Apple seems to value a welcoming atmosphere when it comes to sales. They know showing empathy and letting the customer lead is important in gaining more profits. Apple also operates more informally compared to other companies. Besides contributing to their “welcoming atmosphere,” it makes their customers feel more relaxed. Great post!
A phrase that stuck out to me in your article was this, “Sometimes passing up short-term deals will more than pay off in the long-term.” I think this is so true and companies nowadays need to understand this more.