In sales we like to hold on to deals. We can do this despite the fact that prospects are not returning our calls, or responding to our multiple outreach efforts.
Why?
We certainly want to exhaust every avenue. Grit and perseverance is important in sales. And we certainly hate to lose, for sure. But the real reason is…
“We have a hard time letting go of our chips” (to cite Seth Godin).
That is, we’ve invested so much time and energy into a deal, we hold on to it. The hard reality is that sometimes it’s better to let go.
Annie Duke (aka the Duchess of Poker) notes that, “Kenny Rogers was right.” She points out that in his famous song, The Gambler, the ratio of quitting to holding is 3:1.
So, sure, you’ve got to know when to hold them, but you really need to listen to the next three lines of the song.
I hope this helps you feel good about selling.
You can walk away and feel good.
Go spend your time on finding someone who needs and wants your help.