Why Lose the Sales Battle to Win the War?
“Lose Battles, But Win the War: Grand Strategy
Everyone around you is a strategist angling for power, all trying to promote their own interests, often at your expense. Grand strategy is the art of looking beyond the present battle and calculating ahead. Focus on your ultimate goal and plot to reach it.” ― Robert Greene, The 33 Strategies of War.
Sometimes you may have to accept you need to lose the sales battle to win the war. What exactly does this mean?
The “war” is your long-term goal and the “battle” is the smaller deal that will make up your long-term goal. Sometimes entrepreneurs can be so caught up in winning the current deal that they lose track of the bigger picture. They become so persistent, pressurizing clients to close a current deal, which could start negatively impacting the business in the long run.
Losing the battle is sometimes necessary to preserve a good working relationship. When you feel that clients are no longer interested in doing business with you, it could be an indication that you are being too forceful.
Here are 5 reasons to lose the battle, but ultimately win the war:
1. You preserve the relationship
2. You build a good reputation
3. You can accomplish larger goals
4. You get the right clients to do business with you
5. You get a greater visibility of client problems
The key thing to understand when it comes to the sales battle is that there is no way that you can bring value to everyone. Your product or service is meant to solve a specific problem that not everyone experiences.
Another thing you need to consider is that not every deal is a good deal. You could be selling yourself short by closing a short-term deal which could only hurt you in the long-term.
Once you understand that your offer is unique, you will know that it is sometimes necessary to lose the sales battle to win the war!