Sell by Caring

I found out last Friday that I lost a deal.  It is hard enough to admit to myself yet the world that I was not successful in this process.  I truly worked hard. I presented myself and service to the best I was able to do.  Yet in the end, I came in second.  In a way I won over several others just not the one who landed the business.

What now?

Do I wallow in despair?
Allow negative thoughts to take over?
Bad mouth the decision maker or competitor?

No, I will write a thank you note to the decision maker today, express my appreciation for their consideration and wish them well.

This simple act is more for me than for them.  It will help me to get closure so I can move on.  I also feel strongly about not burning bridges.  Whatever the outcome I prefer to leave the relationship on a good note.  Life is full of surprises and you never know when you will reconnect with someone.

Another part of closure is to do a review, step by step of the process.  This post activity evaluation will help me to see the process more clearly and to reflect on how I could have handled it differently.  I’ll review:

• Communications
• Proposals
• Conversations
• The solution proposed
• Presentation

Once I’ve reflected on these elements of the process I’ll be able to see more clearly where I might have adjusted my approach, if my solution was on target and how effective my communications were.  I’ll incorporate any changes that will improve my odds in the future and move on to the next possibility.

Better prepared and ready to apply everything I’ve learned so I will be the winner – #1.

This process of review and applying what I learn will make me a better sales professional.  I move past the negative aspects and use the situation to improve.

I’ve observed others who dwell on the loss and stew about the rejection.  It can be a step in the downward spiral that often ends a sales professional’s career.

How do you handle the loss of a sale?

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