Let’s talk about a crucial, albeit less glamorous, aspect of our sales journey – losing fast and moving on, especially when faced with the cold shoulder, aka being ghosted.
We’ve all heard the mantra, “Win fast, lose faster.” It sounds counterintuitive, right? Shouldn’t we be focusing on winning? Well, here’s the thing: in the unpredictable world of sales, how quickly you recover from a loss can be just as important, if not more, than how quickly you score a win.
First up, let’s address the elephant in the room – ghosting. You’ve done your pitch, followed up diligently, but then… nothing. Silence. It’s like sending a message in a bottle out to sea and waiting for a reply that never comes. Ghosting can be frustrating, disheartening, and let’s be honest, a bit of a hit to the ego.
But here’s the twist. Ghosting is not just a dead end; it’s a vital signpost telling you it’s time to pivot and redirect your energy. Losing fast in this context means recognizing when it’s time to cut your losses and move on. It’s about not dwelling on a lost cause, not spending hours agonizing over unreturned calls or emails.
Why is losing fast crucial? For starters, it saves you time – your most valuable resource. Instead of chasing ghosts, you can redirect your efforts towards more promising leads. It also helps maintain your momentum. In sales, like in sports, staying in motion is key. You can’t let a single setback pin you down.
Moreover, losing fast is a mindset. It’s about developing resilience, learning to not take things personally, and understanding that in the sea of sales, some fish just aren’t meant for your net. It’s learning to say, “Next!” with the same enthusiasm you had at the start of your day.
So, how do you master the art of losing fast? Here are a few tips:
- Set a Follow-up Limit: Decide how many times you’ll follow up before calling it quits. This prevents you from lingering too long on unresponsive prospects.
- Debrief Yourself: After a loss, take a moment to reflect. Was there a lesson? A silver lining? Every loss has a takeaway.
- Stay Positive: Keep your morale high. Remember, each no brings you closer to a yes.
- Keep Your Pipeline Full: Always be prospecting. A full pipeline reduces the sting of individual losses.
- Celebrate Every Step: Even a lost deal had progress – celebrate what you learned from it.
Remember, in the world of sales, time is your ally if you use it wisely. Losing fast allows you to reallocate your time to where it can generate the best results. And when it comes to ghosting, don’t let it haunt you. Learn from it, let it go, and march forward with your head held high and your spirits even higher.
So here’s to losing fast, learning faster, and bouncing back like a champ. Keep your chin up, your spirits high, and your eyes on the prize. Onwards and upwards, sales warriors! 🚀💼👋
Anthony Lobosco
