It’s the classic Colombo approach i.e. one foot out, one foot in, head turn around and deliver “elevator speech” once more. Best effort.
Lost-sales close encompasses all other closing techniques.
It is meant to be the close of last resort, in the midst of rejection.
Sales pros should work this eventuality into their pre-sales planning.
Was it me, tea or coffee?
In Strategic Sales, we were advised to find a coach within the prospective organization who can help navigate the decision-making pathway.
I would add that a Thank You card expressing our appreciation for their time will go a long way. Maybe next year, when you plan your budget, we can revisit the proposal etc…
People buy from people.
But not all sales are winnable. The best we can do is to make win-win out of any situation, however, mismatched the counter-proposal may seem to be.
Company got brand. Sales people gain trust. And a person holds on to integrity. Product comes and goes. And the buyers have always been Kings.
Your Honor, just want to make sure that this is what you really want.
Restate the benefits in a well-rehearsed “out of the door” speech. It’s a cycle, not Alpha-Omega linearity. In fact, closing is just the beginning of serving.
Thang Nguyen 555 