Ever been disappointed by poor performance in a sales call, only to find out it was a good thing you’d lost the sale?
I had been working for weeks to close a rather large, important sale that would have been what seemed a great proejct for us, and missed it by a whisker.
Although I was disappointed at the time and chewing myself out for “pulling punches” and a lackluster sales call, a couple of weeks later I was relieved that we had not been awarded the job.
A key partner we would have been dependent on for this particular project was having a health issue that required back surgery. This might have impacted his ability to deliver on the project. It certainly would have made the project more stressful than I had realized.
Of course, there was no way I could have known that at the time . . .
Or perhaps I could have!
Intuition or “Mystical Hooey?”
Of course, you could say that this is all just squishy psychology which is not important to the nuts and bolts of a sales transaction, but as Lynn Milteer mentions in her latest book,
“Your subconscious mind is picking upon millions of signals in every moment.” What we call ‘intuition’ is often simply your mind processing these microsignals and matching patterns faster than we can articulate in our usual, rational, linear thought process.
John has talked about how a group of pilots and flight team members getting ready for an exercise are likely to start “pushing each other around,” physically or verbally. While this might just look like boyish horseplay or off-color obnoxiousness, it serves a really important purpose.