HTSS134 - How to lose sales by being helpful - Scott Sylvan Bell

You can lose sales by misplacing your efforts with the company you work for or with. There are times where you want to help increase business with your ideas and strategies. There is nothing wrong with this growth pattern. 

Where you lose sales and the capability to close deals is by giving too much without reciprocation. You may think you are helping the business and you may be. When you take on new projects you are reducing your ability to meet with buyers and close deals. 

Your energy can get pulled away from what you are good at and that is making a sale happen. One of the reasons salespeople struggle is they put time, energy, and effort into helping an idea grow and then don't know when to walk away. You do have to take a look at what you offer and think through what can or can not be done. 

You also need to recognize the political capital you use by looking for a plan to be initiated. Someone in management always wants to get up one more level and can throw you under the bus.

Think through what you are willing to offer for free before you take this idea, strategy or plan to the next level. Determine what compensation should be at a metric being hit and ask for it. Most of the time a company would have to pay a strategist and they don't know nearly as much as you do. 

If you are not paying attention you can lose deals and commissions.