Quick Wins Are Costing You Bigger Deals
You hit your number. But you lost the renewal.
You got the deal. But the referral never came.
This is what happens when short-term thinking hijacks long-term strategy. It’s the rep version of burning the furniture to heat the house.
Reps who rely on discounts, urgency plays, or surface-level positioning can win fast… but rarely win twice. And without long-term trust, you’re not building a book of business… you’re renting it.
Here’s how PRECISE sellers protect stability while still closing strong:
They delay gratification for deeper rapport. They don’t push a contract just to hit quota, instead they build context first.
They qualify hard. Not everyone is your customer, and trying to be everything to everyone is the fastest way to exhaust your pipeline.
They play for partnership, not applause. A deal closed with honesty, transparency, and shared vision is the one that actually grows.
Buyers remember how you sold them just as much as what you sold them.
You don’t want to be remembered as the “discount guy.” You want to be remembered as the “we still work with them 3 years later” guy.
Final Word:
Short-termism is a tax on your reputation. Real sales performance is measured in years, not quarters.
What’s one long game you’re playing right now? Hit reply or drop it in the comments. We’re listening.
About Brian Sullivan
Brian Sullivan, CSP, is the author of 20 Days to the Top and a leading voice in sales training and development. He helps sales teams perfect their prospecting and performance with PRECISE Selling.
