11/27/2023-The Thrill of the Win

Sure, buy yourself something nice and momentous for those extra big wins – it’s great to reward yourself – but stay focused and intense about your business and the winning will keep happening.

Even though "Coach Wooden" believes winning isn’t everything, you agree there is nothing like winning a new piece of business. The adrenaline rush is like rocket fuel…it makes ya feel like you can do anything.

And you can.

After those euphoric moments when you get to ring the bell, what do you think is the number one thing you should do next (…besides calling your mom)?

Yup…prospect! Get right back on the prospecting pony and ride it while you’re on a high.

Most sellers head for the bar or goof off after a big win, but the TOP 10% act fast to harness the electricity of the moment.

To prepare for the coming day (SOON!) when you celebrate a big win, create a new prospecting list called I WON So I Get to Prospect."

Seriously. Do it…and name it that.

Stock the list with ~10 prospects and clients who consistently evade you. (They gotta say YES at some point!)

While you might not think it’s fair that your reward for winning a big piece of business is prospecting, view it as a momentum play. You can celebrate at the tavern at 7 pm…take advantage of the big win moment* immediately after you hear the good news.

A life in sales means never losing an appetite for winning…but smart sellers are those who learn how to win in different ways.

Most of the time, the formula for how to keep winning is effort-based, not strategy or approach-oriented. In other words, presenting your value proposition, dealing with objections, qualifying the buyers, and working with your internal team to tweak your offering are just as important as your intensity and activity level.

How badly do you want it?

What might be revealing for you is observing how you react when you score a big win: do you relax and count the money, or do you allow yourself a small celebration and then dial it back up for the next one?

Sure, buy yourself something nice and momentous for those extra big wins – it’s great to reward yourself – but stay focused and intense about your business and the winning will keep happening.

The Georgia Tech strength coach featured in this YT short will help you consider the effort you devote to getting to the winner’s circle.

You’ll hear him shout, "Winning doesn’t care who you are, how much sleep you got…winning doesn’t care how hard you work…!"

You play to win, so you understand analyzing the journey and how you can repeat the winning is super important. That’s what this football coach is barking about…and he’s right.