PragPub 2012-02: Issue #32 by The Pragmatic Bookshelf

Author:The Pragmatic Bookshelf
Language: eng
Format: epub, mobi
Tags: PragPub—Monthly Magazine
Publisher: The Pragmatic Bookshelf, LLC
Published: 2012-02-01T05:00:00+00:00

7. Know When to Give Up

Sales is lot like dating: as soon as you come off as desperate, it’s over. But more importantly, chasing a sale that will likely never happen is a huge waste of time and effort. A lot of people, for admirable reasons, don’t like making other people feel bad and will drag out a rejection until you give up rather than just telling you, straight out, they’re not interested. The psychological reasons why people do this isn’t important.

Giving up is seen in western culture as failure, but when it comes to sales, never giving up will lead to ruin every time. We’ve all been on both sides of liking someone who doesn’t like you and it’s never worked out in the long run.

The good news is, there’s a fairly simple protocol to follow. Regardless of specifics, when a prospect falls off the radar, send one message to the tune of just checking in. That usually wakes them up and things get back on track. People do get busy and you’re momentarily a lower priority. If they don’t respond, move on. Don’t linger, don’t get spiteful. Refocus.

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