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It comes with the territory
Number one is a self-starter, aggressive type, motivated individual who does not let grass grow under his/her feet. They put "be backs" into ACT and follow up to the extent that it is virtually impossible for "their account" to become someone else's account. If it happens they shrug it off and realize that once they get off the phone with a customer that does not buy there is NO GUARANTEE they will ever talk to them again and no guarantee they will do business with our company. They don't get mad at another rep who sells this person later, only disappointed in the fact they did not close it when they had the chance, and in the basic nature of people and buyers who "forget" to ask for us when they call back. They recognize that once the phone hangs up and the sale is NOT complete: 1) the buyer may buy somewhere else or NEVER buy anywhere, 2) the buyer may call back and not have liked them, 3) not ask for them, 4) or go to a SNAKE who says they are out today or no longer work here, so number one type 5) CLOSE the deal NOW! 6) FOLLOW UP quickly and don't let them go to anyone or anywhere else. AND if they lose one they MAKE AN OUTBOUND CALL and make something else happen!!!
Number two is a more laid back less aggressive individual who does not like to put pressure on buyers to do things now. They watch other people make sales and often wonder if it was someone they had worked with before. They have a nagging suspicion that they lose business to other salespeople who do not give them back "their" customers when they call back and forget who they are. These salespeople often wait for the buyer to check things out, shop around, take to their wife or partner, and say the deal is coming in tomorrow. They get mad at aggressive salespeople who close deals quickly because they feel the work they did previously with a "be-back" qualifies the customer as theirs. They do not recognize that within the territory they reside (sales), there are snakes that lie and nice people who try to show them how to get the deal done now and not wait. Watchers have a habit of spending their time researching who sold what to whom, to take from the actual seller, rather than make another outbound call to a new prospect or to follow up with a potential customer and thereby eliminate the chance of losing another sale. There is nothing wrong with giving people a chance to "be back", but if I could turn "be backs" into greenbacks I would have retired long ago!
Number three is trying to figure out when the guy they talked to last week is calling back. They are wondering when the phone will ring with someone to give them a credit card number and say, "I'll take it". Someone just yelled out of joy and wrote a big sale on the sales board, slapped someone a high five, and they are wondering HOW IT HAPPENED?