You’re Not Making Progress – Now What?

I read somewhere that if you’re not moving forward then you’re going backwards. Selling can make you feel like that. One step forward, two steps back.

You get one exciting new prospect, you lose two other opportunities from your pipeline. You close a deal, two others get put on hold. It’s the nature of selling – dealing with rejection, disappointment or loss should be par for the course for us all. It should be “like duck off a water’s back”.

A classic article about sales archetypes in Harvard Business Review some years ago refers to good salespeople as “happy losers”. Quite a strange term, not exactly complimentary (I was a bit miffed at first) but what the author meant is that good salespeople get over seemingly “bad” news quickly, they get up again quickly after being knocked down, they get stuck back in quickly – without batting an eye.

So if you’re just had a sales door slammed in your face, don’t spiral down into the murky depths of sales despair. Smile. Laugh. Brush it off. And move on. Quickly. Get that till ringing again. Chi-ching.

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