Losing a Sale: What Next?

This first part of our business development strategy is depicted in Figure 8-3. In summary, you call the person you were targeting and get an appointment. You use your basic script to do this. Once you get the appointment, you send a confirmation letter (Figure 8-2). You also call one day in advance of your appointment to confirm. Ultimately, you will go on a meeting, develop a proposal for the prospect, and either win or lose a sale. Assuming that you win, your job is to provide superior customer service. However, what do you do if you lose the sale? This is where most salespeople stop the business development process. We are just beginning.

Figure 8-3. Business Development Strategy—Part One.

If you reflect back to ...

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