Selling: Life or Death?

“It is said that your life flashes before your eyes just before you die.  That is true.  It’s called life.”

–  Sir Terence “Terry” Pratchett (1948 – 2015), English author, humorist and satirist

Subscribers will receive this post on a Saturday morning, which is uncommon.  Having spent five of the last nine days attending or officiating at funerals though, I’ve been a) irregular in posting and b) deep in thinking.

This deal is not life or death.  The next deal is not life or death.

Only life and death are life and death.

That does NOT mean that this deal isn’t important, to you and the Client or prospect.  That doesn’t mean that winning this deal, and the next few might impact your income or employability.

What it means is that none of the five people we’ve sent off in the past two weeks left this world wishing they had worked more.  Thankfully, these five don’t even wish they had lived more — they didn’t get cheated on time or Blessings.  Sadder are the funerals where work was all that mattered, at the expense of the life lived.  Which goes by in a flash…

For these five, there is meaning in the way they lived that matters to all whom they knew and — by extension — for those of us that sell for a living.

  1. Sell as if it matters to the quality of your life, not the size of your paycheck.
  2. Ask questions because you genuinely want to know the answers and leverage what you learn for the betterment of everyone involved.
  3. Admit early on if you’re not the right fit for the prospect and move on to someone for whom you might be able to make a difference.
  4. Care about the outcome behind the transaction as much as we do about the transaction itself.

And, as “Eulogy Boy” for too many friends and family over the years — just remember that we’re not going to stand up at your funeral and talk about the deals you did.  We’re going to talk about the Difference you made.


  1. Amen, brother.

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