We’ve all been there. In fact, the more successful you are, the more often you’ve been there. It comes down to you and a few others, or maybe just one other. They choose someone else. It’s like a jab in your ribs, jaw, and nose at the same time. Not only did you lose a nice commission payment, but you also lost credit toward your annual goal, confidence in your capabilities, a potential relationship with the account, hours and hours of work, and market share for your company. It sucks. It really sucks. However, there is a path to take that will differentiate you from other sales people.
Between your loss and this account’s next project, your objective is to build a persona of excellence, and make them believe that they chose a far inferior company to yours. Sure, you lost this opportunity, but you’re in a much better spot to win future work than anyone else. The company that beat you is under all the pressure – they have to perform. The other companies in your marketplace that haven’t gotten their foot in the door are looking in from the outside. In the meantime, there you are … you’ve got the relationship started and can build upon it while your competitor that won the job has to perform every single day.
So, what do you do?
