Would you dare to walk away from a sales opportunity? I’m talking about one that’s a big deal. It could help you meet your quota — or better yet, earn a nice bonus. Or maybe it’s one from a big-name company that, if you had it on your client list, would give you tons of credibility. Even thinking about walking away is tough for most sellers — especially after how hard we work for a living. But, let me just say that there are times when it makes all the sense in the world.
The first time I did it, was at the end of the year. It was the deal that would get me to our President’s Club. But, I also knew that the prospect would be making a bad decision. They didn’t want to spend over $10,000 — but they needed a system that cost twice as much. I knew that if they got the lower-priced model, they’d hate me — and it, within months. I walked. It was tough.
I also walked once in the middle of a consulting project. My client wasn’t doing their part. Because of this, we couldn’t have a successful outcome– and continuing to pay me to work on it made no sense. So had a serious conversation with them, wrapped up a few loose ends and then walked.
Again, it was tough. But it was the right thing to do for everyone concerned. Being willing to NOT sell something is a matter of integrity. Don’t sacrifice short-term gains for long-term success. Today’s customer wants to deal with credible people who’ll tell them the truth. And, that’s a fact.
