After You Ask For The Order, Don’t Forget To Get It!


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The sales person had been doggedly pursuing me for several weeks.  He had called a number of times, we finally connected.  I was interested in what he presented it–he had an idea for my business that I hadn’t considered before.  Over a period of several calls, he talked to be about the ideas and his solution.  We agreed on the right solution.  I told him I was ready to buy, asked that he send me everything in writing.  I told him I would sign the agreement and we would go forward.  That was four weeks ago……

A week after we agreed to go forward, I sent an email asking about the papers.  He replied, saying that he was still putting together the paperwork, but I would have it within 2 days.  Three weeks after that conversation, I haven’t received anything—at least from him.

He had a very intriguing idea.  I had never considered it, but in our conversations he proved that it would help grow our business.  I was anxious to move forward and get the results.  I waited and waited.  Finally, I decided I couldn’t wait any longer.  In the course of our original conversations, I researched his competition  (the web is a wonderful thing).  I identified several alternatives, but didn’t contact them.  The sales person was presenting a great proposal and the investment seemed appropriate.  I decided I would stick with him.

I waited and waited……

I had done my job of buying, he had done a good job of selling.  He asked for the order and I agreed.

I waited and waited….

That was four weeks ago.  I now have a solution, but it is being supplied by one of his competitors.  I couldn’t wait any longer.  The sales person had stirred my interest, created a high sense of urgency for me to take action, and asked for the order.  The problem is, he forgot to get the order.

Selling is hard enough, finding customers, getting them interested in taking action and to spend money takes work.  Getting order is tough.  Once get the order, don’t forget to “get the order.”

Republished with author's permission from original post.

Dave Brock
Dave has spent his career developing high performance organizations. He worked in sales, marketing, and executive management capacities with IBM, Tektronix and Keithley Instruments. His consulting clients include companies in the semiconductor, aerospace, electronics, consumer products, computer, telecommunications, retailing, internet, software, professional and financial services industries.


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