'Til the Fat Fish is Weighed

Over the years I have become less and less exuberant after a sale... well, after the beginning of a sale. After that first closing call I used to swell with excitement and do the 'ol Tiger Woods fist pump, but now I hardly crack a smile. Why is that?


I think it's because- depending on industry- a sale isn't final until service is delivered, payment is made, etc... and in the mean time a lot of things can change causing a roller coaster of emotions.


Last week's Bassmaster Classic perfectly illustrates this. Mike Iaconelli, known for his exuberance, was touting a 23 lb. catch the final day sending Skeet Reese into a panic with his mere 16 lb. bag. Ike exemplifies that excitable sales rep. The guy who starts high-fiving you after a prospect only agrees to meet with him. He's also the guy in the sales meeting that inflates his forecast by a good 25%-50%. I love Ike, and I can't knock him for his optimism, but it's not time to pop the champagne until the final weigh-in.

Reese, tempering his enthusiasm actually had under-estimated his catch. Ike's 23 lb. bag actually only weighed in at 18.10, so Reese's actual 16.12 was good for an 11 oz win! By the way, this is the "Super Bowl of Bass Fishing" we're talking about! A huge friggin' deal. As reported by espn;

After a victory lap around the arena floor, Reese later told reporters, he snuck away to the bathroom and repeated to himself: "I just won the Bassmaster Classic. I just won the Bassmaster Classic. I just won the Bassmaster Classic."

So when is it time to enjoy a victory lap? Not until the fat fish is weighed! It's different for each industry, but it's certainly not right after the "yes." More than likely it's after the service is delivered and invoices have been paid. At that time you can get the champagne off the ice, and tell yourself "I just closed that deal! I just closed that deal! I just closed that deal!"

If you celebrate too soon, you're just another obnoxious sales person that exaggerates everything!