Ever lose a big deal, a critical deal, a deal you worked your butt off for? I have many times. However, I keep swinging but man o man it's painful to lose. It is like a shot to the heart. Losing flat out stinks. No other way to put it. However, my Dad shared, " when you lose you need to grow through the pain not go through the pain". It took sometime to wrap my brain around it, but it was the solution for me to move forward in my selling career. I wanted to use the pain of the loss to better my selling skills, so I did. Every time I lose I do an AAR, After Action Review. A military term used in the US Army. What did I do well and what could I do better for the next sale? I used the AAR exercise in every company that I have worked for. I am confident that the following life science companies use AAR or something similar to increase their selling successes. Genentech, Pfizer. Merck, Amgen, Novartis, Johnson & Johnson, Roche, Bristol-Myers Squibb. Not only do I want to grow through the pain I want to shine in the face of adversities. Lost sales causes difficulties in many areas and I have learned over the years to shine during those difficult times. To do this I needed to grow through my pains. Taking a proactive approach to learning and growing through difficult times has paid off for me in more ways that I could ever imagine. Lastly, I like the dreams of the future better than the history of the past. No reason for me to dwell on my losses, learn from them and dream about selling success. Sounds like a good plan to me.
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