Have you ever walked out of a sales call or ended a phone call, only to realise that you’ve forgotten to ask them something crucial about what comes next in the sales conversation?
Worse still, have you left your prospect’s office or ended the call without even confirming the next step. I have…. And it’s a horrible feeling. You start to think that you’ve lost control of the process and now you’re going to have start chasing them on voice mail and email to get something else scheduled.
If you haven’t yet had a meeting not go the way you wanted or needed it to go, only to realise that you ended up with a more significant problem after the meeting instead of a resolution to the challenge you were trying resolve, then at some point, I guarantee you will.
It’s perfectly possible to get your solution wrong and have to make major adjustments after believing you had captured your client’s needs perfectly. Any sales person who says otherwise is either lying or delusional.
If you make a mistake, miss something, lose control of the process or mishandle a conversation, ask for the opportunity to correct that mistake rather than allowing it to cause you to lose a deal.
There are many reasons outside of winning (which is a good enough reason on its own) to ask for a chance to correct a mistake:
It shows that you care about getting things right,
It shows that that you’re the kind of person that recognises their mistakes and does something about them, and
It shows that you’ll do what is right instead of what is easy when there are challenges in your relationship.
If you make a mistake, ask for the opportunity to correct it.