{"id":30185,"date":"2017-11-08T12:52:14","date_gmt":"2017-11-08T17:52:14","guid":{"rendered":"https:\/\/www.glensfalls.com\/glensfallsbusinessjournal\/?p=30185"},"modified":"2017-11-09T11:47:15","modified_gmt":"2017-11-09T16:47:15","slug":"business-report-lost-sale","status":"publish","type":"post","link":"https:\/\/www.glensfalls.com\/glensfallsbusinessjournal\/2017\/11\/business-report-lost-sale\/","title":{"rendered":"Business Report: Why You Lost That Sale"},"content":{"rendered":"<figure id=\"attachment_30186\" aria-describedby=\"caption-attachment-30186\" style=\"width: 200px\" class=\"wp-caption alignleft\"><img loading=\"lazy\" decoding=\"async\" class=\"wp-image-30186 size-medium\" src=\"https:\/\/www.glensfalls.com\/glensfallsbusinessjournal\/wp-content\/uploads\/sites\/109\/2017\/11\/michael-cruz-c-200x300.jpg\" alt=\"\" width=\"200\" height=\"300\" srcset=\"https:\/\/www.glensfalls.com\/glensfallsbusinessjournal\/wp-content\/uploads\/sites\/109\/2017\/11\/michael-cruz-c-200x300.jpg 200w, https:\/\/www.glensfalls.com\/glensfallsbusinessjournal\/wp-content\/uploads\/sites\/109\/2017\/11\/michael-cruz-c.jpg 369w\" sizes=\"(max-width: 200px) 100vw, 200px\" \/><figcaption id=\"caption-attachment-30186\" class=\"wp-caption-text\">Michael Cruz is president of Lighthouse Advisors LLC, Queensbury.<\/figcaption><\/figure>\n<p>If you have ever not made a sale, you wondered why.\u00a0 \u201cWhat could I have done differently?\u201d\u00a0 Or, \u201cWhy did they pick them?\u201d My colleague, Allan Tsang (an international negotiation trainer), says \u2018How can you lose what you never had?\u2019 The first mistake we all make is, assuming a sale. It is a mindset that allows us to make mistakes.<\/p>\n<p>Why did the prospect make another choice?\u00a0 A pollster did a survey asking prospects why they did not buy.\u00a0 They also asked the sales reps why they did not win.\u00a0 Salespeople said they lost for price and customer stupidity.\u00a0 Buyers, on the contrary said that they were concerned about the company or more simply- they did not like the sales representative!\u00a0 They never mentioned price!<\/p>\n<p>Sales opportunities start to go south when sales reps forget a simple axiom.\u00a0 \u201cWe are all born with two ears and one mouth.\u00a0 Use them proportionally.\u201d\u00a0 The eagerness to sell something overcomes our desire to solve a prospect\u2019s problem or pain point.\u00a0 Then we talk about things that may not be at the heart of the prospect\u2019s need.<\/p>\n<p>To get at the real need, it is important to ask more, and better questions.\u00a0 Never assume you know what the prospect wants.\u00a0 And, when you think you know, make sure you confirm what you think the need is.\u00a0 All too often, despite the fact that you are sure, you will be corrected after you present your understanding.\u00a0 People buy when they feel heard, and trust you to deliver.\u00a0 Most of us want value.<\/p>\n<p><!--more--><\/p>\n<p>If price is all that matters, we would all drive Yugos.\u00a0 They offer transportation.\u00a0 Yet, the Yugo never caught on.\u00a0 We want more from our car than transportation.\u00a0 Leading with price is never a winning strategy.\u00a0 There is always someone willing to undercut you.\u00a0 If you run into a prospect that truly only wants price, you may want to think about whether they are a good client for you.\u00a0 \u2018Price people\u2019 still want value and extras.\u00a0 And the \u2018cheap\u2019 customer will beat you up after the sale for what is missing.<\/p>\n<p>Learn what the customer wants, satisfy them with a fair deal and you will have customers for life.\u00a0 I never sold anything.\u00a0 I just helped people buy.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>If you have ever not made a sale, you wondered why.\u00a0 \u201cWhat could I have done differently?\u201d\u00a0 Or, \u201cWhy did they pick them?\u201d My colleague, Allan Tsang (an international negotiation trainer), says \u2018How can you lose what you never had?\u2019 The first mistake we all make is, assuming a sale. It is a mindset that [&hellip;]<\/p>\n","protected":false},"author":89,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[9],"tags":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v21.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\r\n<title>Business Report: Why You Lost That Sale - Glens Falls Business Journal<\/title>\r\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\r\n<link rel=\"canonical\" href=\"https:\/\/www.glensfalls.com\/glensfallsbusinessjournal\/2017\/11\/business-report-lost-sale\/\" \/>\r\n<meta property=\"og:locale\" content=\"en_US\" \/>\r\n<meta property=\"og:type\" content=\"article\" \/>\r\n<meta property=\"og:title\" content=\"Business Report: Why You Lost That Sale - Glens Falls Business Journal\" \/>\r\n<meta property=\"og:description\" content=\"If you have ever not made a sale, you wondered why.\u00a0 \u201cWhat could I have done differently?\u201d\u00a0 Or, \u201cWhy did they pick them?\u201d My colleague, Allan Tsang (an international negotiation trainer), says \u2018How can you lose what you never had?\u2019 The first mistake we all make is, assuming a sale. It is a mindset that [&hellip;]\" \/>\r\n<meta property=\"og:url\" content=\"https:\/\/www.glensfalls.com\/glensfallsbusinessjournal\/2017\/11\/business-report-lost-sale\/\" \/>\r\n<meta property=\"og:site_name\" content=\"Glens Falls Business Journal\" \/>\r\n<meta property=\"article:published_time\" content=\"2017-11-08T17:52:14+00:00\" \/>\r\n<meta property=\"article:modified_time\" content=\"2017-11-09T16:47:15+00:00\" \/>\r\n<meta property=\"og:image\" content=\"https:\/\/www.glensfalls.com\/glensfallsbusinessjournal\/wp-content\/uploads\/sites\/109\/2017\/11\/michael-cruz-c-200x300.jpg\" \/>\r\n<meta name=\"author\" content=\"Jake Van Ness\" \/>\r\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\r\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Jake Van Ness\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"2 minutes\" \/>\r\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.glensfalls.com\/glensfallsbusinessjournal\/2017\/11\/business-report-lost-sale\/\",\"url\":\"https:\/\/www.glensfalls.com\/glensfallsbusinessjournal\/2017\/11\/business-report-lost-sale\/\",\"name\":\"Business Report: Why You Lost That Sale - Glens Falls Business Journal\",\"isPartOf\":{\"@id\":\"https:\/\/www.glensfalls.com\/glensfallsbusinessjournal\/#website\"},\"datePublished\":\"2017-11-08T17:52:14+00:00\",\"dateModified\":\"2017-11-09T16:47:15+00:00\",\"author\":{\"@id\":\"https:\/\/www.glensfalls.com\/glensfallsbusinessjournal\/#\/schema\/person\/a11ec438b5f0e57f1156754ba3931b86\"},\"breadcrumb\":{\"@id\":\"https:\/\/www.glensfalls.com\/glensfallsbusinessjournal\/2017\/11\/business-report-lost-sale\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/www.glensfalls.com\/glensfallsbusinessjournal\/2017\/11\/business-report-lost-sale\/\"]}]},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/www.glensfalls.com\/glensfallsbusinessjournal\/2017\/11\/business-report-lost-sale\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/www.glensfalls.com\/glensfallsbusinessjournal\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Business Report: Why You Lost That Sale\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/www.glensfalls.com\/glensfallsbusinessjournal\/#website\",\"url\":\"https:\/\/www.glensfalls.com\/glensfallsbusinessjournal\/\",\"name\":\"Glens Falls Business Journal\",\"description\":\"\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/www.glensfalls.com\/glensfallsbusinessjournal\/?s={search_term_string}\"},\"query-input\":\"required name=search_term_string\"}],\"inLanguage\":\"en-US\"},{\"@type\":\"Person\",\"@id\":\"https:\/\/www.glensfalls.com\/glensfallsbusinessjournal\/#\/schema\/person\/a11ec438b5f0e57f1156754ba3931b86\",\"name\":\"Jake Van Ness\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/www.glensfalls.com\/glensfallsbusinessjournal\/#\/schema\/person\/image\/\",\"url\":\"https:\/\/secure.gravatar.com\/avatar\/8083519989e12032abdd06a668982ef4?s=96&d=mm&r=g\",\"contentUrl\":\"https:\/\/secure.gravatar.com\/avatar\/8083519989e12032abdd06a668982ef4?s=96&d=mm&r=g\",\"caption\":\"Jake Van Ness\"},\"url\":\"https:\/\/www.glensfalls.com\/glensfallsbusinessjournal\/author\/jakev\/\"}]}<\/script>\r\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Business Report: Why You Lost That Sale - Glens Falls Business Journal","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/www.glensfalls.com\/glensfallsbusinessjournal\/2017\/11\/business-report-lost-sale\/","og_locale":"en_US","og_type":"article","og_title":"Business Report: Why You Lost That Sale - Glens Falls Business Journal","og_description":"If you have ever not made a sale, you wondered why.\u00a0 \u201cWhat could I have done differently?\u201d\u00a0 Or, \u201cWhy did they pick them?\u201d My colleague, Allan Tsang (an international negotiation trainer), says \u2018How can you lose what you never had?\u2019 The first mistake we all make is, assuming a sale. 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