What is a WIN?

“Only in our dreams are we free. The rest of the time we need wages”
Terry Pratchett

Before we can discuss how to win, we need to know what a win is. As discussed, everything we do in life, in one way shape or form, is a sale; a WIN is what we get out of the sale or why we sell in the first place. The term win can be broken down like this; W – What, I – I, N – Need. What I Need. What I need to be happy, what I need to be a success, what I need to survive. Any of these can be fulfilled through a sale.

Think back to high school when we leaned about Maslow and his hierarchy of needs. A widely accepted psychological theory demonstrating the five levels of needs that have to be concurred to reach a level of self actualization or self fulfilment. Each level is dependant on the one before it. You need to achieve these levels in order to be successful. For example, one cannot have their social needs fulfilled unless they feel secure about their housing or where their next meal will come from.


We start with our physiological needs; ensuring we have water, food, sleep etc. These are fairly simple needs to fulfill in our society; most cultures have safeguards in place to help people achieve these needs but through a “sale”, such as selling our self in an interview, we will have a job, wages and will be able to ensure “What I Need” to survive is covered off. Next we move into the Safety needs, also known as security. Ensuring we have economic stability and are free from harm allows us to ensure “What I Need” to feel safe is achieved. Again, the interview sale comes into play, but we can also look at how we sell our self to a boss so that they see the value in keeping you employed or the sale of your work itself to bring you financial success and stability in your job.

Now we get into the more interesting ones. The third tier, being social, is all about being accepted and getting along with people, in short, having friends and being able to work with others. This is a key step in a person’s personal and professional development. To be accepted by others you must be able to sell yourself to others. In order to do this you must know your product, know your audience and be able to present yourself accordingly. Sound familiar? You got it! These are the key steps to completing a “sale”!

Tier four is the ego. Before I get into this one I want to highlight one thing. Ego is not bad! The word ego seems to have a negative connotation behind it especially when we are talking about sales. If someone has an ego it does NOT mean they are arrogant, it means they are proud of their accomplishments; it is a person’s self-esteem. For an individual to have a WIN in this tier, they must receive recognition and reward for their accomplishments. These “rewards” can come in a number of different ways; it does not need to be monetary. A simple pat on the back or recognition in a group can just as easily fulfill this need for recognition but financial motivators have their place too. The important thing, as a sales manager, is to be able to recognize an individual’s motivator as walk that talk. More to come on that in the next chapter. For an individual, you must be able to “sell” yourself in a group setting, “sell” your accomplishments and, for the sales person, the easiest way to achieve this level is to stand out as the best of the best in your field and be able to sell better than anyone else. Throughout this book, I will be focusing on how YOU can do this.

Last, but certainly not least, the top of the pyramid: Self Actualization. Once at this level an individual needs challenge and the ability to be creative to expand their potential. Very few people can say that they are actually at this level, not for a lack of want but for a lack of some other tier along the way. Once a person is self actualized, they are very self motivated and focused on their own success.

What do you need? What tier of the pyramid are you at? Take a look at your life and decide. The most important thing you can do for yourself to drive your own success is to set clear and concise goals. I like to think of goal setting like MapQuest™, writing down your goals on a piece of paper becomes your destination on the map, only after you know your destination in relation to your current location can you determine what the most efficient and effective route your should take. Further, you MUST evaluate your goals on a daily/weekly/monthly/quarterly/yearly basis to decide if you have, or need to take a detour along the way as life happens.

What you need to WIN is what you need to succeed. Your needs is the road to follow to get wherever you want. You make the choice, succeed or fail.

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