One of the biggest challenges to any sales professional is the Lost Deal. And I don’t mean some long-shot 10% chance deal where you’re really just the extra bid that makes the purchase award seem fair.
Nope, I’m talking about the deal where you WORK IT. You met the right people, determined the budget, provided a great discount, and gotten acceptance of your offer, only to have the entire thing disappear in the black hole of budget cuts.
A big part of the anger and frustration is this overwhelming disappointment in yourself and your abilities. That somehow you’re not good enough, even when people exaggerate the truth or outright lie or when circumstances fall beyond anyones’ control. It sucks.
And what really makes it suck is that every sale, every dollar and penny, is what helps pay the bills. It’s your paycheck being affect.
The bigger picture to this, and what stays in my mind every single day, is that I’m not alone in this. There are individuals who depend upon my spending money in order to keep the lights on and put food on the table. Just as I need my customers to purchase what I’m selling*, I need to be a good customer to other individuals and business.
*Please don’t misunderstand my motivation in sales. Yes, it’s a career and I get paid to do it, but I also really believe in the products I sell and the ways it can help my customers. I make money, but they make the future.