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21 2011

How to Recover From Defeat

Syndicated from: Fearless Selling Blog ~ Increase Your Sales

Everyone who sells for a living loses a deal… • That was important to them • They were sure they had secured • To a competitor with an inferior product • Due to circumstances beyond their control  It’s a fact of life and it’s part of selling.  But let’s face it…  No one likes to lose a sale.  But, no one can capture every sales opportunity that’s presented to them. And anyone who says otherwise is lying through their teeth.  However, these situations are seldom easy to deal with especially when you have invested a significant amount of time trying to capture that sale.  So…how do you recover from defeat?  I have found that self-analysis and looking for the lesson is one of most effective ways to deal with a lost sale.  First, I always like to look at what I did well. I have long-believed that we always do something right even when we lose high-value sales opportunities. So, focus on the positive aspects of that sale first.  Then, I consider what I did wrong or missed or forgot to do. It can be a painful exercise but it’s worthwhile because it forces you to look at your performance in a critical manner.  After this analysis, I determine what I will change in my approach so I don’t make those mistakes again.  I will be the first to admit that this self-critique is tough. After all, who likes to admit that they screwed up. However, if you want to enjoy a long-term career in sales, it is imperative that you regularly critique yourself. Another approach is to talk to a colleague, friend or trusted advisor. I consider myself fortunate to have a good network of people I can turn to for advice and feedback. This includes my wife—who is also my business partner, a colleague who gives me honest feedback and the insight I NEED to hear, and several other people who are always willing to share their perspective. Competition is fierce and you need to make sure that you are doing everything to learn, grow and improve. Self-analysis is one of the best ways to achieve this. As I stated in yesterday’s post, some of the best sales lessons are learned when we experience the most painful losses. Could your team use some practical ideas to improve their results? Please feel free to contact me if I can help. 905-633-7750 Tweet This

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