Measure Success Based On Client Action

Aside from ending a sales call with a close, how do you know whether you were successful as a salesperson? To gauge this accurately, if would help if you knew how the prospective client proceeded after your call ends. This in most cases is impossible to determine.

• Top salespeople end their sales calls knowing whether they did their job well or not, even if they did not close the sale. If your prospect did not have the intention of buying your service, you cannot gauge the success of your call based upon a close. Rather you should measure how quickly you were able to disengage yourself from an unqualified prospect. To be good at sales, you need to constantly self-reflect so that you can determine if you followed the sales process correctly. 
• If you did, you should be satisfied knowing it was not you that lost a sale that was never to be. Knowing that achieving success need not be based upon money coming in the door is reassuring. This confidence will carry you far.
• Finally, don’t make the mistake of continuing to talk about your product, service or your knowledge of these things after the sale is made. When you strike gold, stop digging.