If you find yourself hurting a lot after losing a sale, this post is for you.
Here are nine thoughts to keep in mind when you feel negativity rising
1. Your self-worth is not defined by a sale. You are more than a job.
2. Kick rocks for a few minutes. Then ask yourself, “Is there anything I can do about it?” If the answer is no, move on. You can’t go back in time unless you have a DeLorean equipped with a flux capacitor.
3. Every lost sale has a lesson. What can you learn?
Send this email:
“Hey Linda, it looks like you decided to pass on X, which is not a problem at all. Based on your initial interest, it seems like I messed something up along the way. I’m under construction -:).
I know this is a huge ask, so buckle up.
Would you be open to providing some feedback to serve you better should a need arise in the future?
Was the price too high? Confusing order page? Competing priorities?
Either way, I know there’s lots of stuff competing for your time and attention. Thanks for giving x a look.”
4. Just because a door is closed doesn’t mean it’s locked forever. Check back quarterly.
5. Turn the judgement switch off. Your brain is negatively biased. Whenever you beat yourself up for losing a sale you program your brain for negativity. Your thoughts effect how you feel. Same negative thoughts. Same feelings. You are not your emotions. You can change the program. You have control over how you feel. Different thoughts. Different feelings.
6. You probably didn’t do anything wrong. The prospect might not be ready to switch yet.
They’re making progress without you. (Jobs-to-be-Done)
They’re getting from point A to point B.
Things are holding them back from changing. “I know how to use my current solution. I’d rather dance with the devil I know.” (Inertia)
They’ve got a few concerns about this new way of getting the job done. “Will people use it?” “Will it work?” “Will I lose my job if it doesn’t work”? (Anxiety.)
One day their current way just won’t cut it anymore. (Push)Your new way will look pretty good. (Pull)When the pull and push are greater than inertia and anxiety, they’ll be back.
7. Everything is going to be okay even if you gasp miss quota. You’re going to have high peaks and low valleys when selling (and in life). Neither lasts forever. Having perspective turns down the volume.
8. You don’t control when or if people buy. Focusing on things you don’t control is a recipe for being upset all the time. The joy of selling (and life) happens when you let go of things you don’t control. Focus on getting better a little better at fishing each day, not catching fish. The number of fish you catch is a byproduct of getting better.
9. Be patient. Any money making skill takes four years to get good at. You’re not failing, you’re just not patient enough.