Competing for the Business

Sometimes I get the feeling that salespeople think that they are in the Olympics, where coming in second is OK.  I hear things like, “At least we made the short list”, or “That will make them think about us next time”, or “If anything goes wrong they’ll call us first”, or, “Well now they know who we are”.  But it’s not OK.  Selling is more like Miss Universe.  If you don’t win, you’ve lost!