Many of us approach sales by latching onto our customers like they're the only ones we're ever going to get - or that we have to use up the customers we have before we can get any others.
Of course this isn't true, but that's the way we act anyway.
We spend time-after-time making presentations, answering questions, emailing new information, and telephoning them - and literally chasing after them - to try to convince them that they should buy from us - often long after it's clear - or should be apparent - that they're not going to buy from us - now, in the foreseeable future, or ever.
This is not a courtship. We're not married or about to be wed to our customers. If it doesn't work out, we'll move on to someone else.
Sales are important, and we'd like to make as many as we can. We'd like to make a sale to every customer - but that's not practical. Clearly there are times when we want it more for them than they do.
So, let's be professional, diligent, and persistent, but when it becomes clear - on the initial visit or after many contacts - that someone just isn't going to buy our product - or that they are incapable of making a decision, it's time to let go. Take back the ring and move on.
* For more information about my consulting and coaching services visit my website stevehoffacker.com. I also maintain a blog on the real estate network Active Rain, and you can join this site and begin participating in the fun and networking opportunities by clicking here.
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