After You Lose a Key Sales Account, Do Not Give Up
You had it and then you lost it — that big client account that was going to make your sales quota for years to come. For most sales people, it is always painful to lose a key sales account.
As a high performance solution seller, it is terrifying to lose a key sales account. You risk losing income, job security and reputation. Give yourself a bit of time to acknowledge the loss. Then begin the rebuilding process.
5 Steps to Bounce Back After You Lose a Key Sales Account
Sour grapes could spoil that.
Similar to a project post mortem, list the facts and be sure to include the positive aspects of the relationship. You can learn something important from every success and misstep.
You might now have time to develop an even better target client — one who is a better fit for you and your company. And don’t lose sight of the fact that if you were skilled enough to land a major sales account once, you can surely do it again.
The Bottom Line
When you have a better sense of your sales capabilities, you can be more discriminating in your choice of clients. Try not to take on accounts out of desperation but by being selective. You are not right for every client and every client is not right for you.
To learn more about how to not lose a key sales account and how to find, win, and keep more clients, download The 4 Steps to Ideal Target Client Definition to Accelerate Growth
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