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The Difference Between Winning the Deal & Losing the Deal

Written by: Todd Willard

Article Overview: Items that cause the difference and the result the comes from it.

The Difference Between Winning the Deal & Losing the Deal

The difference between winning the deal and losing the deal from a sales perspective typically comes down to one small thing. As a sales professional we either did one small thing correctly that allowed us to win the business or we did one small thing along the line in the process that caused us to lose the business. I have conducted a significant number of “win/loss” reviews with clients and when analyzing why we have lost or won a piece of business, our finding usually surrounds one small thing that swayed the decision. Tiger Woods earned over $16 million dollars (not including endorsements) on the PGA Tour in actual Tour earnings. The second place tour player earned just over $6 million dollars. This is 2 ½ times more money that the second place earner. However, what is the difference in stroke average over the course of the PGA season between Tiger and the second place player? Stroke average difference was 1.2 strokes! This is a small difference, but look at the difference in earnings! My point is that a small thing can make the difference between winning the deal or losing the deal. We must continue to follow our sales process along the way to ensure we do not miss that potential “small thing”. WILLARD’S WISDOM

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Article Tags: executive sales, sales, sales meetings, sales training, selling



Related Forum Posts
Who inspired you to start? - When I was a teenager I read "The Art of the Deal" by Donald Trump while on a road trip to New York City. It helped inspire me to want to start my own business and is also one of the reasons why I have created so many famous entrepreneur profiles. I believe that by modeling the success of other entrepreneurs you too can become successful. Who was it that inspired you to start your business?
Trump and Stewart - I really enjoyed Trump: The Art of the Deal and The Martha Rules. I think the best advice you can get is from people who have made it and not just consultants who haven't been there. Evan's site is great because of all the famous entrepreneurs and their advice directly from them. Donald Trump and Martha Stewart are 2 great examples of successful entrepreneurs and the books are written in their own words which I find extremely valuable and motivational.
Re: Obama Wants Social Security for Illegals - [quote="Alan Mater":2puakyzo][quote="Lucy Wu":2puakyzo]I think America's biggest problem right now is clearly the recession, and that should be the main focus as of now.[/quote:2puakyzo] I agree. Do you think President Elect Obama is doing or will do what is best in terms of beating this recession?[/quote:2puakyzo] Unfortunately, I think Obama is going to pull another "Roosevelt." According to economists, Roosevelt's plans for the New Deal extended the Depression by 7 yeasrs... We can already see today that nothing has "changed." Incompetent bankers, lenders, and businessmen get into trouble, the politicains vote to give them billions of dollars of *our* money to bail them out...and yet there is no oversight of how the politicians are going to spend that money! They can do anything they want with it including bailing out the auto companies. Frankly, I sure do wish I worked for Chrysler right now. They've shut down all their plants... and yet every worker will continue to be paid their full salary...for sitting around the house doing absolutely nothing. (I wonder if they'll get Christmas Eve and Christmas Day triple time pay, too.)
Re: Obama Wants Social Security for Illegals - [quote:21pbp7ux]Unfortunately, I think Obama is going to pull another "Roosevelt." According to economists, Roosevelt's plans for the New Deal extended the Depression by 7 yeasrs... We can already see today that nothing has "changed." Incompetent bankers, lenders, and businessmen get into trouble, the politicains vote to give them billions of dollars of *our* money to bail them out...and yet there is no oversight of how the politicians are going to spend that money! They can do anything they want with it including bailing out the auto companies. Frankly, I sure do wish I worked for Chrysler right now. They've shut down all their plants... and yet every worker will continue to be paid their full salary...for sitting around the house doing absolutely nothing. (I wonder if they'll get Christmas Eve and Christmas Day triple time pay, too.)[/quote:21pbp7ux] This is what happens when the Government gets involved and puts its nose where it shouldn't. Let the market correct itself. There is no reason for the Government to bail everyone out. If the businesses, mainly banks, weren't corrupted with greed, this wouldn't have happened. They are and it did, so let them dwindle away and pay for their mistakes. That's what any small business has to do. Why should they be any different. They have gotten away with it for over 10 years! Surely they should have seen this coming. [quote:21pbp7ux]Sad but this is exactly how I feel about it. Change is coming - but unless I'm really wrong, it is not a change this country needs. Amazing how much a good speaker with a good speech writer can do. If you paid attention to the things he said "off script" - much of it is frightening. Chris[/quote:21pbp7ux] It IS sad. What's more sad is the fact that Obama had the media wrapped around his finger, and still does. The media is just as corrupt as the banks.
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