No one likes to lose a sales opportunity. For many of us, there is more at stake than just a nice looking, well put-together proposal. There is a lot of sweat, and strategy, and oh – yea – rejection at stake.
Somehow, learn to not take things personally in selling. I realize this is easier said than done. Instead, focus on the lessons to be learned when a deal goes ‘south”. Have a plan in place to do a de-brief with anyone on your team, or have an honest conversation with yourself as to what you could have done that didn’t happen. The purpose is not to beat you up, but to learn from the mis-steps and areas that were not as clear – also learn what your industry counterparts are offering that gave them the deal ultimately.
Sales excellence is a journey. Be a student of professional selling and strive to improve. If you feel you did everything possible – then what do you think happened? Why? By answering these questions – and investing a bit of time now in a de-brief, it could cause the next big deal to go your way.