3/6/2024-“I didn’t get the business.”

Fighting isn’t needed when things go your way. True grit only comes out when you’re tested; that’s when you need to ramp up your courage and determination to keep going when the tide is against you.

It stings when hearing you didn’t get the business, especially in those instances when you busted your butt.

While you will always hate that feeling (GOOD!), pluck some lemons and make lemonade.

It’s one thing to lose a piece of business; it’s another to be in the dark about the why.

Don’t move on to the next deal until you fight like heck to find out why you lost.

Fight not just for yourself but so your peers and manager see how a pro goes down swinging.

Examine your fight when you lose. How do you react?

Do you say, "ok, I’ll get ya next time?"

Or do you call every buyer on the account to try and glean a nugget that will help you in the future?

Yes, buyers hide behind email, so it’s easy to default to "next time" mode. But don’t give in. Get creative and fight harder to get access so you can learn the insights you need. Along the way, you’ll most likely find a champion.

Only the hungry get fed.

You don’t need to be reminded that your fight defines you. Your stamina and persistence are what will get you what you want.

Some sales managers implore you to "…go down bloody on the mat if you know you’re gonna lose a deal." They’re right.

Many skills are needed for admittance into the TOP 10%, but the one that stands clear above all is grit. Real grit and fight don’t get tapped when things are easy; it takes courage and determination to keep going when the tide is against you.

So, how do you develop grit?

Simple. You study those who have had to fight to get what they want…be it an athlete, a celebrity chef, an entrepreneur, or the hot-shot who sits near you in the office and is always atop the sales leader board. Study them closely and learn what they do…and why.

Amanda Lee Duckworth’s 7-minute Ted Talk will inspire you to fight for every ounce.

Duckworth and her team of psychologists researched top performers across various disciplines and concluded there’s one characteristic shared as a predictor of success: grit.

"Grit is passion and perseverance for very long-term goals. Grit is having stamina and sticking with your future…day in and day out," says Amanda.