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You Can’t Win Them All #519
When it comes to selling, the importance of flexibility, gentleness, and resilience when facing adversity is often overlooked. It’s easy to get stuck on a deal and put too much energy into it due to some sunk-cost fallacy. Don’t do that! In today’s episode, we discuss about on how rigidity and resistance lead to defeat, while flexibility and adaptability lead to victory. Next, we remind ourselves what Tao Te Ching says about softness and weakness and how it can ultimately overcome hardness and strength. As deals come and go, Master Sellers embrace change and go with the flow with the natural course of events. Go with the flow!
Today’s Chapter: Time To Quit Selling
Some deals close.
Some not.
Some clients are loyal.
Some not.
Some problems solvable.
Some not.
Despite tenacity and persistence
you can’t win them all.
Why waste time grieving the loss?
Another opportunity awaits.
TTC #76
Today’s Story
Pat and Chris met for a midyear performance review. It had been a busy year and Chris had done some very good work. Part of the process included reviewing the year’s pipeline. The review included deals won and lost opportunities, too. Chris took responsibility for the losses. Too much responsibility thought Pat.
“I just don’t get it,” started Chris. “Look at the ADC deal. I thought for sure they would close. And how about our Max LLC client? I can’t believe they left us! We’ve bent over backward for them time and time again. I don’t know what to say.”
Pat leaned in. “You spent a lot of time trying to get them back, didn’t you?”
“I did.”
“Maybe too much?”
“Probably.”
Pat nodded. “It’s disappointing! And it’s baffling. But if I’ve learned anything, no deal is for certain and no client remains loyal forever. Our clients are things we can have, but not hold. We have to expect a certain amount of loss and when that happens, pivot our energy. There’s always something new around the corner. Let’s work on that.”
Take Action Quote
Lao Tzu wrote, “The stiff and unbending is the disciple of death. The gentle and yielding is the disciple of life. Thus, an army without flexibility never wins a battle. A tree that is unbending is easily broken.”
It’s been said that winners never quit, and quitters never win. But what about those who never quit and never win? This is insanity, according to Einstein; doing the same thing over and over, only to get the same result. Persistence is all well and good. But sometimes the best thing to do is to cut your losses and move to the next opportunity. The tree that bends in the wind survives the storm.
Listen here on YouTube https://www.youtube.com/watch?v=qh9nXLhO_BQ
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
You can be yourself when selling. It’s all about helping others with their challenges and aspirations. 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. Learn the selling secrets for non-sellers and start making a difference today. Here is the entire back catalog of episodes in the sales podcast. Look here https://www.salesbabble.com/sales-podcast-free-advice/
This is a production of Habanero Media https://habaneromedia.net
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