Towards the end of my vacation (“holiday” for my European friends) in Umbria, I was driving down a long winding road with steep curves and realized if I made a mistake, I could go off the road.
I know some tricks like pulling on the emergency brake, going into reverse, turning the car off, trying to do a Fred Flintstone with my feet :), but I have never had to use them.
For some reason it reminded me of my approach and strength as a salesperson. Specifically, I win when I take all the curves properly and don't have significant detours. I am not great at recovering once this happens.
So what is involved in reinforcing my strength? I think it starts at the beginning in determining which category a sale/deal falls into:
- Have no chance of winning – do not pursue – do not waste your time and resources - you will lose.
- Have a chance (how much is important) – on a scale of 1-100 do you have over a 50% chance of winning? If so, you can decide to pursue it. Here you have to be good at punching and being a good counter-puncher (someone who is at their best after they are punched). I can do that very well, but once a sale/deal is gone, or the car is going off the road, I don't usually recover and save myself.
- Yours to win – full speed ahead – pull out all the stops, etc. If you lose these sales/deals too often you should consider another career.
Are you good at recovering a deal? What have you done that works? I would love to hear your thoughts?