A Lesson on Outcomes

In class recently we talked about core concept #1 for Mattson’s the Sandler Rules- You Have to Learn to Fail to Win. We also talked about the idea that integral to being comfortable with this failure is not investing too much emotionally in the projected outcome of a sales opportunity. This seems crucial because oftentimes the more we are focused on the specifics of an outcome, the less we are open to the malleable nature of social interactions. Being comfortable with flexibility is important in business because people are complicated. Sometimes they come into a sales agreement not knowing what they want and other times people are very obstinate in what they want, and neither of these approaches can be dealt with a fixed mindset of people. Instead, it is more helpful to see people as they are and work within the moments, treating them how you would want to be treated with top-shelf service, question-asking, and a cheerful disposition that seeks to find what the client wants and needs. With this mindset, each “failure” is actually a lesson of learning the tricky nature of business dynamics, because sales is chiefly a people business. In this way, not getting too emotionally involved in a projected outcome of a sales opportunity is a wonderful way to set yourself up to learn more and become a better salesperson over time.