Why Losing is Better Than Winning (in Sales)

The appeal of a sales career is often glamorized by Hollywood: The chaotic scramble before a big pitch followed by the acute euphoria of a well-deserved win. Yet, it is in the depths of unheralded loss and bitter disappointment where a salesperson is presented with his greatest gift – the chance to improve and self-correct.

Losses are the essential part of a bespoke feedback loop that should be viewed as a personalized textbook on how to lose less often. A professional’s ability to recognize the bigger picture and gain this perspective is essential to his future success.

So how does this work? Whenever I’m dealt a loss, I focus on accelerating my emotional acceptance of the news while simultaneously banishing the instinct to blame others. I then request an honest audience with the non-client and seek to gain insight into why we didn’t win.

Is it possible to conduct the same detached forensic when notching a victory? Certainly. But far too often the conversation results in a biased confirmation of excellence without providing a blueprint for further professional improvement.

Thoughts or questions? Feel free to comment below or email me at gmarans@savills-studley.com