Have you ever been working on a prospect and found that somebody else “stole them”?
What might make it more annoying is when you realise who stole it and know that they don’t deserve that sale, they’re not as good as you and they display all the wrong behaviours? Does that feel really annoying?
In fact they’re a bit like the class tart that you may have met at school?
Was there a tart in your school?
Most schools I know had, and still have, one! Surely you remember the person that everybody thought was a tart (or much worse), that nobody liked and yet….everyone used to fawn upon her/ him? In another article I wrote about how to deal with them when you meet them networking, but this article focuses on your lost sale.
Do you remember at school hanging around with the person you fancied, being nice to them, enjoying them saying the right things, and then the class tart comes along and steals them from you.
How did they get the sale not me?
You know that you’re better than the other person. What’s more you’re nicer, they are insincere, are known for not delivering on promises, turn up late and yet they still got the sale?
- Did you ask for the sale, in clear language, or do you need to wash your words?
- Were they really in your sales pipeline, had they made clear trades of commitment with you?
- Did you recognise their place in the buying process, and help them accordingly?
But they made all the right noises?
Noises are not enough, think back to school again. They are not going out with you, until they are!
There was a time I remember clearly (and painfully) when I’d spent weeks and months working on getting a girl to go out with me – she made the right noises but we never actually went out. I was crestfallen when she went out with Tim, who she always said she despised.
Time to look in the mirror
It’s easy to get annoyed with the other person, but it won’t help you at all. In fact it’s like drinking poison and hoping that the other person will die. Think clearly about how you recognise and act on potential leads.
Without resorting to anything childish you may have done at school, is there anything else you can do to deal with the “class tart”?