3/6/2025-“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. (It’s good you hate that feeling.)

But there’s something worse than losing a pitch: not knowing why.

Resist the urge to move on to the next deal until you find out why you lost.

Fight to be next in line. Fight like your manager and peers are watching. They’ll love seeing what it looks like when a pro goes down swinging.

Today, appraise your fight.

What is your typical reaction when you lose a piece of business?

Do you say, "…bummer, 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 for the next time?

Yes, buyers hide behind email, so it’s easy to default to next time mode.

But don’t give in.

You’re not the only rep who lost the business. If you want to win the next time, you’ll need an advantage. Build your advantage right away!

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 TED Talk will inspire you to fight for every ounce.

Duckworth 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.

Go Amanda!

Go you!