CHAPTER 22Selection

Let’s start by looking at the worst-case scenario when it comes to the target organization’s selection process. What happens if you lose the deal?

It’s a little surprising how many enterprise sellers don’t know the best answer to that question. If you’ve gotten this far and you came close, you want to consider playing for the long term. In most cases, you don’t want to simply disappear off the target organization’s radar screen. Instead, you want to maintain all the good will and relationships you’ve built up to get to this point—and maybe even look for an opportunity to snatch victory from the jaws of defeat. Last but not least, you want to learn what happened.


You win, or you learn.

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