“I can’t believe I lost.”
I was catching up with Paul, one of the most talented sales people I know.
“What happened Paul?”
“I was working on this large deal since the beginning of the year and I just found out what the client decided to do, and it’s not with me.”
“Who they are going with Paul?”
They are going with “Do Nothing.”
“So you really didn’t lose Paul, they just decided not to do anything.”
Paul glared at me for a full minute before he responded.
“I could always make up a reason why I didn’t get a deal, like the economy stinks, we are too expensive or my product is missing an important feature, but these excuses do not enhance my chances of winning the next deal.”
“What does increase your chances of winning the next deal Paul?”
“Simple, believing that if I lose a deal or a prospect decides to do nothing, it is my fault – that I wasn’t able to win the battle against other providers and the toughest competitor of all – Do Nothing. I must believe that everything is in my control. Over the long run, believing that it’s all me gives me the best chance day in and day out to do everything I can to win deals over competitors and the dreaded Do Nothing.”
“You really do hate Do Nothing Paul.”
“Sure Do, Do Nothing means my offer is not as good to my prospect as doing nothing at all. That can’t be so it’s gotta be….”
I jumped in, “Your fault Paul, right?”
“You got it Jeff, the more I blame myself for deals I lose, I find that the percentage of deals I win goes up and I end up making more money.”
Lose out on making a great Sales hire - Blame yourself so you don’t lose out on the next great Sales hire.
An “A” Staff member quits for a better opportunity – Blame yourself for not creating more opportunities, so you can retain your current “A” staff.
Your company not growing as fast you expected - Blame yourself so you will make more valuable and exciting moves going forward.
Blame yourself - not to change the past but to change your future!
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