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Lessons To Be Learned From Lost Deals #453
Excuse me if I sound muffled. My head is in a fog. Last week, just before the Thanksgiving holiday I tested positive for Covid. At first I thought it was allergies, or a cold. But no, it’s this. I must have contracted in Las Vegas where I attended MJ Biz. I guess this is the exception to the rule that what happens in Vegas stays in Vegas. No, it hopped on the plane and traveled to Chicago. With that said it’s been a quiet and private holiday. Just myself and Denise, hot tea and the Tao Te Ching. Today we discuss how to take lessons from lost deals. All the world is our tutor, don’t you know?
Today’s Chapter: Lost Deals Are Tutors
Sales is a process of becoming.
Like budding trees in spring
They are in constant flux.
Shaped by deals both won and lost.
While others elect to stay the same
The Master Seller knows this is folly,
From the death of a purchase
They learn from past mistakes
See lost deals as tutors
For new deals yet to come.
Trusting in the process,
They approach prospects like a newborn
Buyers see the sellers as honest;
A vendor here to help.
Today’s Story
On the phone Pat called Chris and said “I just heard the bad news. So sorry the deal fell through”. “Thanks” said Chris. “I appreciate you reaching out. It hurt! But to be honest I wasn’t surprised. Remember all those caveats they had in the contract? I knew, something was amiss” “Yes, my thoughts exactly” said Pat
Chris went on “I guess they never fully shared their concerns”. “Not so much that” Said Pat “they never fully trusted us”. Or maybe” responded Chris “They never fully trusted themselves. You know I don’t know what they really want. I bet that’s the lesson for next time.”
“I like this insight. You’re right,” said Pat “That is the lesson”.
Take Action Quote
The Los Angeles Lakers basketball phenom Lebron James has repeatedly said
“You have to be able to accept failure to get better.”
Every conversation, every relationship, every prospect, client and customer is your tutor. Everyone has something to teach you: how to be a better sales professional or at the very least what not to do. In chapter 48 the Tao Te Ching it says
“In pursuit of knowledge, every day something is added. In the practice of the Tao, every day something is dropped.”
This applies to selling too. Life and selling is in continual change. Be awake to it.
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How to Connect with Pat Helmers at Sales Babble
Sales Babble shares selling secrets for non-sellers. Masterful selling is understanding what buyers want, discerning if you can help, showing what you have and helping them to make a decision that is good for their business and yours. See https://salesbabble.com
I’ve interviewed 100s of sales experts and discuss all things sales: prospecting, qualifying, value propositions, presentations, demos, closing, generating referrals, earning references, upselling, marketing, lead generation, copywriting, and most important the right selling mindset. Stop fearing sales and embrace it.
This is a production of Habanero Media https://habaneromedia.net
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