You want to know why you are losing sales? It’s because you don’t think that deal is possible. Heck, we all do it. We have that conversation, look over the details, crunch the numbers, fail time and time again and we decide that whatever it is, is just impossible to get.
The real issue, it’s that we don’t have realistic expectations of what it will take to accomplish that goal / task / ambition. Plus, we try and push too fast in the relationship and instead of finding out their actual needs and how we can help, we just make the offer… which falls on deaf and/or angry ears.
Please, take a moment to read to this quick story because I promise it will help, even if not right now.
I just closed a deal with someone who has become a great friend over the past few years. His name is Bo Cordell and he is a freaking champion, you should get to know him. Around three years ago he stopped by Tip Top and it was a great meeting. He left with no business in hand, BUT he had started some key relationships with our company. As time went on, I became the traffic manager with sole responsibility of bringing on new carriers and the needs of our company started changing. Beyond that, we spent about a year and a half getting coffee once a month just to shoot the shit, talk shop, and get to know each other even better.
About a year ago he received a fantastic promotion, just another reason that shows how much of a #boss that he is, and he moved back to his home town. Since then, we have had fairly regular calls, one of which further cemented our professional relationship.
After three years, we just closed a deal with his company. It never felt forced, it always felt natural, and the whole time we talked biz we grew our friendship. I can’t wait to see how it continues to grow, especially as we are potentially starting another exciting adventure together with a few others. More details on that to come at a later date.