More than one sales rep knows the agony of defeat. And sometimes defeat comes from failing to get permission before taking an action, which can result in anything from a small dose of criticism to a big dose of being fired. Adopt this simple rule: When in doubt, check it out. Get permission before you proceed on anything that may backfire on you later!
ACTION ITEM
Make it a rule that, if your gut reaction gives you any concern, you will make time to check things out. You may even want a customer to initial or sign off on what you're about to do so you can C-Y-A (Cover Your . . .).
An advertising agency once placed an ad for Wal-Mart on the West Coast without running it by Wal-Mart management first. It was far outside the style of what Wal-Mart typically did, and customers and prospects alike were insulted. Ultimately, the agency was fired and lost a very lucrative account. If they had gotten the ad cleared with Wal-Mart management, even on a local level, they probably would still have the account. Unfortunately, they're now out doing a great deal of prospecting for new customers. But they've learned an important lesson—always check with the appropriate authorities before making any big decisions.
TAKEAWAY
Sometimes it's easier to ask for forgiveness than
to ask for permission. But to be safe, always use
the simple rule: When in doubt, check it out.