I usually get really pissed off when, after lengthy phone calls and deliberating, a company decides not to go ahead with an event. I know that this is something they should be doing, and yet, they have not been convinced. Or they don’t have the money, or they don’t want to take the risk. I have countless ways to handle their objections, but the reality is, not many companies are willing to spend $35,000 for the privilege of making millions. Strange but true.
Major blow out today. A deal that would have been worth $49,000, and around $6,000 in commission in my bank. I was so excited about the call back I had butterflies. They were seriously on board. But the inevitable happened, and they decided not to go ahead. Something about them being unsure of their strategy for 2012. Whatever.
The thing is, I didn’t get half as wound up about this as I usually would. In fact, I barely even cared. I just got straight back on the phone. Decided it was their loss, and I can probably pitch them in a few months time and maybe get them on board. It felt great to not be affected by the loss. The positive attitude I adopted on Sunday is a lasting one, any anger I felt, I simply put into the next phone call I had, got “all up in their grill” as my Director said, and had a fantastic call!! I challenged him to see why this wouldn’t work for their business, and he had nowhere to hide. Sometimes that’s the way you have to be with CEO’s, I don’t often adopt this approach but it looks like it works. We’ll see when I speak to him tomorrow.
The moral of the story: Instead of sulking when a deal doesn’t come through, make yourself see how much bigger the loss is for them than for you, move onto the next project, and put all of your energy into making that one count.
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