The Sales IQ Podcast

Mindset Monday: There Is Always a Learning

February 14, 2022
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The Sales IQ Podcast

Join us as host of the show Luigi Prestinenzi talks to thought leaders from around the globe about the art and science of sales and marketing, personal development, and the mindset required to sell more everyday. Luigi is a master of creating pipeline and breaking down targets, he specializes in helping sales professionals build the mindset to achieve greatness and #bethebestyoucanbe.

"A person who never made a mistake never tried anything new." - Albert Einstein.

It's instinctual to be deflated when a deal drops differently to how you were expecting, especially if followed your passion into sales.

But as professional salespeople, we know that losing a percentage of deals is just a fact of life. It doesn't define us, and it's not a negative. We need to pick up and keep moving.

But what if every lost deal conceals a powerful hidden benefit? Join Luigi this week as he looks at the benefits of a lost deal, and how to react right so you can bounce back better than ever.  

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Want to #BeTheBestYouCanBe at pipeline creation? The next Create Pipeline course starts in March. Find out more here.

Luigi Prestinenzi
CEO & Co-Founder @ Sales IQ + Host @ Sales IQ Podcast
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[00:00:00] Luigi Prestinenzi: Welcome to Mindset Monday by the Sales IQ Podcast. I'm your host, Luigi Prestinenzi, and I'm here to help you be the best you can be. Everyone has the potential to be the best version of themselves they can be. Sometimes things prevent us from capitalising on the awesomeness that is sitting dormant inside of you. This podcast is about helping you unlock that potential by focusing on one thing that can help you be the very best you can be.

"A person who never made a mistake, never tried anything new." And that is a quote by Albert Einstein. And why is that my quote for this week? The reality is if you're working in sales, things are going to go wrong. You're going to make mistakes, not everything is going to go to plan.

And we can have one of two mindsets. When we look at it, we can have a mindset of really dwelling on the mistakes that occur beating ourselves up. We're trying to learn from the things that don't go to plan and build our capability as a result of what didn't go to plan.

I say this as I reflect upon a couple of deals that didn't go to plan for me, I lost a couple of six figure deals two weeks, and it hurts losing any deal. If you're passionate about what you're doing.

If you love what you do in sales, you don't want to lose an opportunity, especially the ones that get to that point, the proposal stage, they're checking your references. And at the last minute, the opportunities that you think are going to drop, they dropped the wrong way.

And I was reflecting on this. And it's raw for me because I just got off a call with a prospect that said, we absolutely love what you do, what you do. We want to work with you. But our CEO has decided to go another direction. And it can feel a bit flat. You can feel a bit deflated, but the reality is in order for me to be successful, I need to have conversations.

I need to have those types of conversations. I need to be having conversations, prospects that say, look, we think you grow to, we don't think you grow, but we're going to go a different direction. We don't want to buy from you. We're going to buy from a competitor. We're going to do nothing at all.

That's the reality. We're never going to convert a hundred percent of our pipeline and you've got to be having those conversations. You've got to put yourself out there in order to achieve a positive return. And I think the opportunity that comes with every, every deal, the ones you win, or the ones you lose is the opportunity to learn and really identify what you could have done differently to get a different result, even in the ones that you win. There is always a learning.

And that's my message for you. This one. The outcome is not final. If you win or lose, that's not the outcome. It's the journey. It's the process of learning. It's how you take the feedback from every single deal and allow that feedback to help you grow. And I can tell you, I'm absolutely flat about the feedback that I got.

Like it's not, it's not something that you celebrate and go, yeah. I didn't win a six-figure deal, but it doesn't define me and something that Jeffrey Gittomer, the king of sales once said, whether you lose a dealer, win a deal. If you lose a deal, go out and celebrate. Go ahead and buy yourself something because you want to teach the mind. That is not a negative.

And look, I've been doing this long enough to know that it's not a negative. The fact that I didn't win that opportunity, it's not a negative, but it's okay to have that emotion of, you know, what, I'm disappointed that I didn't win it because if you don't have that emotion, if you ever lose a deal or you're not successful with a bid that you've put forward and you don't care, I think you have another problem to deal with. I think the problem is you possibly have come to the end point, working in that particular role, because you want to care. It's a positive.

How you deal with that emotion. Suppose how you deal with that emotion. Like letting it drag you down or letting it elevate you is something that you should be really focused on, but you want to be caring.

And I do care. You know, I take what I do very seriously. I love the world of selling. I love the fact that after over 20 years working as a sales professional, and this is not the biggest deal of. I've lost bigger deals. I've lost multi-million dollar deals. This is like, you know, 150 K deal. It's not the end of the world.

Right. But I feel it. And the feedback that I got was great and I didn't get the key stakeholder. I didn't get in his heart and mind. And that's an opportunity for me to work on next. And this is why I love the world of selling. This is why I love the word of growth. And the fact that each day I have an opportunity to get better and better.

There's one thing that I know about myself and I don't know about you, but I know about myself is that these moments they do not define me. They allow me to take another step in the right direction.

So if this is a message that's resonated for you or someone, you know, needs to hear this, please like, right, Jay, these are create these content to help you be the very best you can be.

This episode was digitally transcribed.

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