If you are coming to closing a sale, but things have unexpectedly changed, do not give up. It can be saved.
1. Plan it
First of all, plan that this may happen. Look out for signs that things are turning to someone else's favor. Do not be afraid to trust your intuition, if it tells you that "the perfect deal" may not be entirely without problems. If the customer does not call back, or you they don't care for things which really matter to your customers, be careful.
Remember that you are truly defeated only if you admit it yourself. And if a potential client sees your perseverance and self-confidence, it will help you to get them back. Make sure to quickly respond to any issues regarding your product, which may cause doubts. Always provide relevant information.
2. Beat the competition
The first option is direct confrontation. State clearly in what key areas you are better.
Another alternative is a fine challenge of competitor's information "at the eleventh hour." Find their weaknesses and use them at the right moment.
The last option is the least confrontational, in which you do not focus on the fighting with the competition. In this case, you emphasize how your product or service increases customer's competitiveness.
3. Follow-up
The better you manage to stay in touch with (potential) customers, the greater the chance that you (re)gain them. Moreover, you will also have a greater chance that next time they have such need, you will be in the right place at the right hour.
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