A former player of mine, Adam Todd, is now a college head coach and I had the privilege to give a pre-game talk to his team Saturday night. Adam and I were discussing a concept he uses called “Don’t lose the same game twice”. I have to share it with you because it relates to you in the sport of business. And very well might be the most valuable piece of advice you ever get.
After losing a game if you dwell on the loss, harbor ill feelings toward the opposing coach or team you actually just lost the game twice. Because you haven’t learned from it and moved past it.
Sales is a game of failure, as you see way more of it than you tend to see success. So, this begs the question:
How do you handle losing a sale?
Do you accept it gracefully, stay in touch with the prospect and keep the door open for future business?
Or do you show resentment to the prospect and create a door that’s permanently closed because you’ve written them off entirely?
When you leave the door open, a loss often turns into a win later…
This was the case with one of the members of my Yesterday’s Underdog community. She just sent me the following thank you email:
Where to begin ???
I have been living Chapter 7 of Stadium Status — ironically Chapter 7 in my circumstance is a game changing bank of wealth — literally and figuratively !!!!
How did this pay off?
I was sought out by Rob, a business owner whose company has over 300 clients they serve. Rob wasn’t a customer of mine, I actually lost out on winning his business a couple years ago to a competitor. It turns out that competitor hasn’t serviced Rob’s 300 plus clients in OVER 2 years.
When he learned this, Rob sought me out immediately and transitioned 80 of those accounts over to me on the spot. In the coming months, I will be partnering with him on all 300 and will have a stake in his $100 million dollar business by December 2019.
I have you to thank for keeping me focused and determined.
She didn’t lose the game twice, and is going to be very wealthy as a result of how she kept the door open with her prospect after initially losing out on his business to a competitor.
What specifically strategies did she use that prompted her to send me that glowing thank you? Well my friend, you know what they say, “No investment, no return. Know investment, Know Return”.
So if you want to learn that, you’ll have to invest in a copy of Stadium Status and read Chapter 7 yourself.
It’s waiting for you here, plus you get a free t-shirt w/ your order:
P.S. Adam’s team didn’t lose, they won BIG. As a matter of face, the teams I’ve spoken to so far in 2019 are all undefeated after bringing me in. Coincidence? I think not. Hit reply if you want to discuss booking me to fire up your organization.