You’re not going to make every sale, and you’re not going to win the lottery every time you buy a ticket. So get used to losing a sale every now and then, live with it, and use it as an opportunity. Don’t slam the door and huff your way out; leave the door ajar so it’s easier to get back in.
There are many reasons why you may not get a sale, some beyond your control. But the person or company that beat you out may not deliver or perform to the customer’s satisfaction, and they may not get the next order or reorder purchase. So who is the customer going to turn to next time? They will probably review the reasons why they didn’t buy from you or others before they start looking at new or unknown suppliers. The only reason why they wouldn’t
reconsider your product or company is if the reason they didn’t buy the first time is you. Don’t let that happen; be cordial in accepting defeat, so there can be another chance later.
It’s also a good idea to check back with your prospect after they’ve had a chance to receive and use the competitor’s product or service. You might call or stop by with any new literature or products you have to offer and casually ask about the previous lost order. Are they satisfied with their purchase, and will you have another chance when they reorder?
Do you ever inquire why you haven’t gotten an original order? If you don’t, how will you know what it takes to get the order the next time around? It may take several contacts over a period of time to have a solid chance at the order you lost. Don’t give up, but don’t be a pest either. Always have something new or special to start out with. If the prospect talks or meets with you on subsequent calls, it means you will be given some opportunity in the future. So hang in
there and always be professional—it could pay off in the long run.