The Advanced Selling Podcast #561: You Lost the Deal But You Are Not a Loser
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Sep 9, 2019 Sales trainers tackle the emotional aftermath of lost deals, emphasizing resilience and future opportunities. They share humorous jury duty stories that mirror life's unpredictable moments. The conversation shifts to innovative selling techniques, stressing the need for prospects to express their needs openly. By reflecting on past interactions, salespeople can uncover blind spots and improve their approach. They highlight the importance of maintaining relationships despite setbacks, turning losses into learning experiences.
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Jury Duty Story
- Bill Caskey shares a story about his jury duty experience, where he was initially selected but later excused.
- He was dismissed because he had researched the case online, which is against the rules.
Accept the Loss
- Accept the loss when you lose a deal you thought you had won.
- Avoid self-criticism and move on quickly to process and learn from the experience.
Never Over Till It's Over
- It's dangerous to assume a deal is won before it's finalized because it can lead to complacency.
- Competitors are always strategizing, so maintain effort until the contract is signed.