Dan Waldschmidt

by Dan Waldschmidt

July 23, 2009

Taking a Gut Punch

gutpunch

Understanding “why” is a frustrating part of life and more specifically your sales negotiations. You can work your ass off, do a lot of things right, and still not get a deal done.

It’s a punch in the gut!

I have had deal-makers get transferred, get sick, get laid off, get fired, get demoted, get married, get retired, get bored and a million other bad and “unplanned” things that kill a deal.

It’s always tough to handle — especially since it almost always unforeseen.

The danger is that you lose motivation trying to dissect something that is too random to really be valuable.  There is nothing there.  Life sucks!  Move on!

Don’t stop to assess, plan, re-strategize, over-think or anything else labeled “the logical” next step.  The truth is that you are punch-drunk — like Rocky in the 11th round.  You can’t trust your logic or your emotions.  What you do next has to be something that is practiced and un-emotional:

  1. Keep your head up — You can’t “suck wind” and get energized with your chin tucked in…
  2. Keep your hands up — You still need to “protect your chin” with your other prospects…
  3. Keep your legs up — You need to push farther and faster now that that you are “behind”…
  4. Keep your eyes up — You need to believe in your vision now more than ever…

You can take a gut punch and hit the mat or keep moving…

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About the author

Dan Waldschmidt

Dan Waldschmidt doesn’t just talk about leveling up. He’s obsessed with it. He's set records as an ultra-runner and been the personal strategist for the leading business leaders of our time. He wrote a book, called EDGY Conversations that accidentally became a worldwide bestseller and continues to share his insights from the stage as a keynote speaker and on the blogs and podcasts you will find here. Most days, you'll find Dan heads-down, working on breakthrough strategies for his clients at EDGY Inc, a highly-focused, invite-only, business strategy execution company based out of Silicon Valley.