We’ve all been there. We thought the sale was closed and then bam! out of the blue our clients tells us that the deal is off. Blah!

Just such a thing happened to me yesterday. A project that was given the green light was pulled just as the work was beginning. It wasn’t anything that I did wrong, it’s just that the business climate changed and an executive changed their mind as a result. Of course losing a sale is a bummer for anyone, and it is especially painful if you are a business owner like me. This sort of unexpected lost sales puts a real ouch in the revenue projection and cash flow.

What I’ve learned through the years is that you have to pick yourself up and move on to the next opportunity. It serves no purpose to become “angry” about the client’s decision. It is so important to deal with these kinds of surprises with grace and dignity. There will be other opportunities that come your way, but not if you handle the change in direction badly. Bottom line – you’ve got to maintain a positive attitude and quickly move on. Otherwise, you risk getting stuck in victim land and that won’t serve you at all.

Situations like these also illustrate the importance of keeping your sales pipeline full at all times. You just never know when revenue you counted on might suddenly dry up. Remember to be continually selling and marketing what you have to offer even when the sales are flowing in steadily. That way you’ll always be prepared for the unexpected.

No matter what business you are in, you’ve got to sell. That’s tough to swallow for many business owners, and if you don’t accept this one simple truth, you aren’t destined to be in business for long. Developing a sales mindset means you need to understand the sales “process” and follow it consistently. It takes passion for what you have to offer and above all, it takes persistence!

As a long time sales veteran, I can tell you that the sale rarely happens as a result of a first meeting. On average, it can take 7 touches before closing deal. One of the biggest mistakes I see people make is that they fail to do the necessary follow up to stay in front of their prospect until they become a client. Herbert True, a marketing specialist at Notre Dame University studied sales behavior and discovered some interesting things.

• 44% of all salespeople quit trying after the 1^st call.
• 24% quit after the 2^nd call.
• 14% quit after the 3^rd call.
• 12% quit trying to sell their prospect after the 4^th call.

Unfortunately, people give up pretty easily. Even those that call themselves Sales Professionals. 94% of the people quit after the 4^th phone call; yet, True’s research found that 60% of all sales were made after the 4^th call. Recognizing the importance of consistent and persistent follow up is the key to growing your business. Just think what would happen if you became one of the 6% who kept going and tapped the 60% of business that comes after 4 or more calls. So get going. Look over your prospect list right now…find out who you need to reconnect with to make the sale and do it!