Saving a cancellation is SOOO easy (ahem)

The key to saving canceled business – and business heading south – is to believe you can turn the customer around.

The moment you decide that the contract can’t be saved, you have talked yourself out of a fight.

Any seller can get in line at the money buffet and complete an RFP, but few have the resolve to try and change minds when headwinds are strong.

Dig in! Get your hands dirty. Find your next gear of guile, strategy, and persistence.

What’s the worst that could happen? Ya can’t fall off the floor, right?

Today, write your 2026 Fight Plan…it’s the strategy you’ll pursue when you lose a piece of business, or feel an opportunity is going south.

This Fight Plan of yours doesn’t have to be long or complex…but it must include a series of steps that will both motivate and guide you to do something.

As you write your plan, think like a seller, not an account executive. Sellers influence decisions, and on occasion, turn "No’s" into "Yes’s." (AI can’t do that, btw.)

Account Executives say stuff like, "Do you have any questions?" …or worse, they stop at the first no.

In this YT short, Frank Underwood explains power to the House of Cards audience.

Frank and you understand that power is about access. You won’t be successful unless you’re located next to the seat of power on the buy side.

You work hard to create champions so you can leverage them. Trying to save a piece of business without the help of a champion is next to impossible.