If you are in sales and have ever sold a new business customer only to have the relationship turn into a one-time sale, this post was written for you. Here’s a list of 5 things that lead to a one-time sale:
1. You sold the sizzle and forgot to discuss the prospect’s business problems.
2. You sold the sizzle and forgot to discuss the prospect’s expectations.
3. The prospect’s business problems exceeded your problem solving capabilities.
4. You sold the deal to a prospect that doesn’t have the cash to spend like your best customer.
5. You sold the deal to a secondary buyer influence, and you never talked to the real problem owner.
All the items on this list lead to the dead end of a one-time sale. Your time is too valuable to waste on one hit wonders. Do yourself and new business prospects a favor by avoiding the things on this list.
If you recently sold a deal that turned into a one-time sale, perhaps you can use this autopsy list to figure out where the deal went wrong. It’s never too late to go back and try to repair a relationship. Some customers will give you a second chance.
Leave a comment or drop me an email if you would like to continue this conversation. Feel free to share this post with a friend or business associate.
Kurt Sima is VP/Sr. Consultant at the Center for Sales Strategy
kurtsima@csscenter.com 740-405-2960
One Response to The One-time Sale Autopsy Checklist
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Kurt Sima VP/Sr. Consultant at The Center for Sales Strategy
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I teach sales to advertising salespeople and always throw out kudos to others who spew forth excellent insights/wisdom on sales, soooooooo, kudos on your “One-Time Sale” article…You are ON target with that one! If a customer asks for a one-time “test” rate or ad, the salesperson needs to say something like, “Mr. Prospect, if you were going to start going to the gym, so you could get in better shape, would you only go once?