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It was about four in the morning and I was fully awake, sipping my first cup of coffee of the day.Dawn was still a good two hours ahead, and in that time of shadows and creaky noises, I started feeling the pangs of what I’ll call “Sales Regret.”What is this affliction, you might wonder?It is the counterpart of “Buyer’s Remorse,” that feeling purchasers have that grabs them from the inside and asks, “Why in the world did you BUY that?”Sales Regret is what we feel when we’ve made a bad move during a presentation, like touching a prospect on the shoulder, someone who utterly hates human contact of that sort, and recoils physically and emotionally, when it occurs.“Oops!” we think a nanosecond after committing such a gaffe.Or we say something as utterly dumb as I did when I remarked, dazed with jet lag, that the name of a bridge we were crossing sounded like baby-talk.“It's Dutch,” my contact replied with utter composure. “A lot of people around here are Dutch.”She was one of them, and by that point it was useless to reply that some of my ancestors, too, hailed from that part of our big, wide wonderful world.Another Sales Regret is that feeling that we pushed too hard, that we left one too many voice mails or text messages or pages on a prospect’s cell phone.In the darkness last night, that one haunted me.Maybe I went overboard, I thought. But she did tell me to call at a certain time, and SHE was the no-show. What was I going to do, ignore her broken commitment?Without too much introspection and second-guessing, I settled for repeating the phrase I tell my sales trainees:“No matter what, it is a better habit to be too aggressive than to be too passive; to make things happen instead of waiting in the hope that they’ll happen by themselves.”So, it’s normal to experience periodic Sales Regrets, but don’t give them too much importance.
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Dr. Gary S. Goodman is the best-selling author of 12 books and more than a thousand articles. His seminars and training programs are sponsored internationally and he is a top-rated faculty member at more than 40 universities, including UCLA Extension, where he has taught since 1999. Dynamic, experienced, and lots of fun, Gary brings more than two decades of solid management and consulting experience to the table, along with the best academic preparation and credentials in the speaking and training industry. Holder of five degrees, including a Ph.D. from the Annenberg School For Communication at USC, an MBA from the Peter F. Drucker School of Management, and a law degree from Loyola, his clients include several Fortune 1000 companies along with successful family owned and operated firms across America. Much more than a “talking head,” Gary is a top mind that you?ll enjoy working with and putting to use. He can be reached at: gary@customersatisfaction.com
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