“Selling – Hysterical activity on the way to the grave.”

“Selling – Hysterical activity on the way to the grave.” So said David Sandler. True, eh? So why do so many of us jump in with both feet, embrace it, and play to win

While selling can be the most challenging role within an organization, wins drive us. Big wins propel us, but the small wins keep us in the hunt.

Not long ago, our company had a nice win. The win wasn’t from the excitement of the account size; it was for how we made it happen and knowing that Sandler. works!

The buyer seemed happy once they had made the decision, but we knew better than to accept that at face value, so we pushed back. “Are you sure?

Wouldn’t it be easier to stay with the devil that you know? It isn’t costing you that much, and you won’t get fired, so why not go it alone?

With each slight pushback, the buyer planted his feet and fought harder to make it happen. “You don’t understand, he said, this is a must-do for us!” We were good to go once we were sure his adult ego state was onboard and had been given permission. There would be no “remorse” from here; they would be all in.

It is being intentional and knowing what to do when that builds the little wins that create the big ones.

Of course, whether it’s big or small, we still celebrate. The most important

aspect of winning is?feeling?the win, and that goes beyond a perfunctory 'attaboy'!