“Always have a plan, and then when the plan doesn’t work, adjust the plan and start working the new plan.” – Jacquelyn Nicholson & Mike Simmons in today’s Tip 1393
Do you always have a plan?
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Transcript
Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip features both Jacquelyn Nicholson and Mike Simmons in another of their joint tips. Here they are:
Mike Simmons: This tip was reinforced by Lynn Powers at this year’s Sales Success Summit. And I don’t know that she said it this way, but my takeaway from it was always have a plan, and then when the plan doesn’t work, adjust the plan and start working the new plan. And this was in the context of her sharing an example of losing a deal and then having some timelines around being able to go back in and win the deal. So she knew enough about the customer, knows enough about the market, knows enough about the risk to be able to go in there and say, the first plan didn’t work out. I’ve got a new plan, and I’m going to go out there and execute it.
Jacquelyn Nicholson: Well, for me, first of all, I loved that. And that was my favorite point that she made. And what I took away from it was a little riff on that, which was you never really lose a deal if you think about it the right way. Right. It’s just a deal that you might have the chance to win later. Right. So I had this happen to me once upon a time with a deal that I was doing with the United Airlines, actually, where I lost the deal, and a year and a half later, I was back at the table, and we won the deal and won a larger deal than was originally proposed. And so as long as you are selling, human selling like you, as Jeff Bajorek’s talks about, you always have the chance to reforge that relationship, to have a chance at that deal, especially if you follow Somalians tips. And you can probably see her video that you know, that I’m sure Scott will share those links if they’re not already available. They’ll be available soon. But just being able to maintain the relationship, maintain a sort of a humble willingness to learn from what the loss was about and to not take it personally and to just get back to the table when you can.
Mike Simmons: The other thing I thought that Lynn did that was absolutely amazing is she talked about things from a conceptual perspective, like the importance of planning, and then a practical perspective and how she executed on those things. So being able to take it down from, here’s what the idea is, here’s what we’re working, and here’s how you put it into practice. I thought she did an awesome job with that. So don’t miss that video.
Scott Ingram: For links to connect with both Jacquelyn and Mike, and also to see the video version of this tip, just click over to DailySales.Tips/1393. Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!