A sales expert talks about handling losses and bad stretches in sales. Don't get emotional after losing a big deal, learn from your wins instead, and avoid making sudden changes that could tank your numbers.
Sa that's got to be the last one, sir. I'll tell you when I've had enough. I can't believe I lost that deal. Hey, guys, how you going? So today we wanted to put together a video talking about what to do when you lose the big deal. So some of the common things that we see, particularly junior sales guys do when they've got a big deal on the line and we're talking big deal, anywhere from 15 to $200,000 and everything's going great, you know, the guys, they back and forth, back and forth. You going back on terms, going back on price, and you're going back on a start date with that client. So one of the biggest things is when one of those deals, it looks like a home run, but it just doesn't come off for whatever reason. They go through at the last minute. They pull out once the contractors come. The biggest thing and biggest mistake that we see our sales reps do is get emotional about it, right? That means ordering ice cream, listening to sad songs, and drinking a beer. You know, these aren't conducive to being able to fix that problem and get to their solution for the next time you encounter this. My biggest tip is to avoid getting emotional about the outcome of a sale. In certain instances, you just cannot save a sale. Nobody converts 100% of the time for the entirety of that career. It is completely normal. And it's important from our end as sales leaders that we don't glorify success in sales. Because by showing that we have 100% close rates, 90%, 80% all of the time on certain accounts, we have 30%, we've got 40%, we've got 50%. Sure, we do have a lot of high end accounts where we're closing it significantly above the industry standard. But there is so many factors that go in behind that. The biggest key to remember is you can only close the deal that's in front of you, right? So trying to avoid getting emotional about sales calls is going to be the first thing that allows us to move on. And the reason we want to be able to move on when we do suffer a loss is so that we don't take that loss into the next sales call and have the psychological impact of losing that deal. Adjust and alter the way we make decisions when we get on the phone the next time, often 10 minutes after that call ended. So what we recommend instead of getting emotional about that is go back to the basics. Figure out the things that you're doing well, replicate those things of what you've done that, you know, have closed deals in the past and just accept that sometimes we can't get everyone because what happens if we take away those little things and you know, we take a loss, we let it affect us emotionally. That's the first step to falling into a slump. We want to avoid that by getting straight back up on the horse and treating every sales call as if it's a brand new game. Scores are 0, 0, and we're going in right from the start. So some of the key tips when sales guys, they start to get rack up a couple losses and they want to change things. So the biggest thing that we want to do is review previous calls, take out the wins, and embody them into the next sales call so that we can continue to do the things that were successfully getting us wins. One of the other big mistakes outside our getting emotional is making changes, right? A lot of sales guys, when they start to get a couple of losses, their close rate starts to go down, the cash collector starts to go down, they're taking home less commission. They try and change things too quickly and too rapidly to account for the changes that are going wrong. And I guess like a perfect example of this, now you're at the casino, you've been doing okay, you know, you're maintaining, you get couple a.
