“You don’t have to win every deal. But more importantly, it’s critical to understand what do we do when we lose? What do we do when it all goes wrong?” – Brian Williams in today’s Tip 67
How do you think about losing?
Join the conversation below and share your perspectives!
Scott Ingram: You’re listening to the Daily Sales Tips Podcast, I’m your host, Scott Ingram and I’ve got my voice back! I still don’t feel a whole lot better, but at least I sound better. Today’s tips come from Brian Williams. Brian works as a fractional Chief Revenue Officer, he’s a speaker and author and the CEO of Perspectivity, a Sales Growth Agency. Here he is with today’s tip:
Brian Williams: What do we do when we lose? We’ve all been taught, all been raised, especially in this country about winning, success to be a success. There are so many books, articles, movies, videos about winning. But here’s the question, what do we do when it all goes wrong? I was stopped by a police officer recently. I had my son with me and we weren’t doing anything wrong and what he was accusing us of was incorrect. So I very politely, respectfully and intelligently communicated that back to him. And very briefly I will add. And he began to continue to assert that “no, you are in the wrong place at the wrong time”. And so I pointed to the sign and continued my dissertation on my position, and it was at that time that he had his weapon. He didn’t reach it, he didn’t touch it, but he got out of his vehicle and he began to approach. Now, once I saw that, it’s time to lose, right? You have to know when to win and you have to know when to lose. Wisdom could be your best friend, so at that moment I said, “You know what officer, you’re right.” Even though he wasn’t, you’re right. “Here’s what I’m gonna do, I’m going to pick these things up and we’re going to leave”, right. As which is exactly what we did.
I teach my sons, I have three, they all play basketball. You have to learn how to take a kneel. You have to learn how to lose. Losing as part of the game as part of this game. It’s also a part of life and it’s also a part of sales. Some of us are losing sales deals because we’re positioning and posturing and getting defensive and protective and what is going on? Listen, it doesn’t matter whether you want to lose this about “is this a good fit”? Do they have a problem that our product or service can solve? Do I even want to work with this person, right? Yes or no”.
My grandfather taught me one thing. All money ain’t good money, right? So you don’t have to win every deal. But more importantly, it’s critical to understand what do we do when we lose? What do we do when it all goes wrong, and to have a plan to prepare because no one hits every free throw. No one marries everyone that they dates. No one wins every sales deal, right? So everyone’s talking about winning. I want you to consider losing. I know it was not a popular topic and I know the comments may be a little awkward as people respond to this, but it’s real. So embrace it, deal with it.
Scott Ingram: How do you think about losing? I’m really interested in your perspective on this. Join the conversation at DailySales.Tips/67. Be one of the first three people to comment and Brian will send you a copy of his book: The Ultimate Sales Messaging System. You can also check out his online course, Sales Messaging University and if you connect with Brian on LinkedIn and send him a message you might be able to get a free 60 minute, in-depth sales assessment of your organization. Just know that he only does 2 of these per month. Again, you’ll find all of that at DailySales.Tips/67. Then come back tomorrow for tip #2 in the Reason Series from Dale Dupree, the Copier Warrior.