Feras Alhlou explains why salespeople lose deals: they get emotionally attached to one big opportunity instead of building a pipeline. When that deal falls through, they panic. The answer is simple: keep many prospects moving, not one.
If you are thinking of sales as, okay, I'll go and talk to a couple of clients, I convince them, I persuade them, they buy from me. It doesn't work that way. There are emotional waves that I think new consultants go through. Anyone who's in sales, you go through these ups and downs. You close a deal, you're happy, you feel like you have a whole lot of oxygen, and then you lose a deal or there are delays and you feel that you've been rejected and that you're not good at what you do. And then You start to question everything, so confidence gets impacted, but pipeline over emotion. That is, I don't want you to have this one big lead that you're going after and you delay or neglect nurturing other leads.
