It’s Not the Size of the Man in the Sale, but the Size of the Sale in the Man

David's sling

Face it. Salespeople, every once in a while, will be faced with making a decision to let a potential sale go or take on something that is much bigger than we’ve ever done before. And that gets us in an unusual kind of trouble—biting off more than we can chew. If you’ve ever been asked to take on a sale or project that has large financial rewards attached, but it’s more than you can handle, think twice. Sometimes you win more by walking away.

Ask yourself:

  • Will this one project be one time or potential ongoing?
  • How much of this project can I outsource and do I know who I can outsource to if I have issues?
  • Will I need to hire more people and can I afford to do that?
  • Is the hassle less than the profit and potential?
  • Will this one project tie up all my people, or if you’re flying solo, will it tie up all your resources and negatively impact other, long-term existing clients?
  • Will this one project tie up the resources I have so I won’t be able to deliver other, more profitable work?
  • Will taking on this project take me out of the pipeline so long I’ll have to rebuild or redouble my efforts to find business after it’s over?

Make your decision to take on Goliath based on the impact to your company, self or firm and not on a dollar figure. Your company must be around long after the last check is written. If you can’t bite off the entire elephant, considering bidding or biting on what you can handle, or simply turn it away. There will be other great projects and one day you will find one you can take on. Play wise, not greedy.

Quote:

When I was young, I observed that nine out of ten things I did were failures.  So I did ten times more work.  ~George Bernard Shaw

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People do business with people that they know, like, and trust. Since we can’t pick or choose the “type” of person we are most likely to trust and like right away, we need to learn how to effectively with everyone’s personality style.” Learn how in this report and start increasing your sales right away!

Selling To The Four Personality Types

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