🎙️ Episode Title: "Want to Win" vs. "Have to Win": The Shift That Changes Everything in Sales

💡 This Episode's Winning Factor: Shift your mindset from a desperation-driven "have to win" posture to a growth-oriented "want to win" approach to build long-term trust, protect your standards, and achieve true success.

▶️ Episode Summary:

In this bonus live episode of the Trust Factor, hosts Mike Gandolfo and Tim Hooper explore the powerful psychological shift between "wanting to win" and "having to win" in sports, business, and life. They break down how a desperate need for a paycheck can repel clients, lower personal standards, and lead to early burnout. Listeners will learn actionable strategies for handling commission negotiations, maintaining firm professional boundaries, and extracting invaluable feedback from lost deals to turn setbacks into future victories.

⏱️ Key Moments (Timestamped)

• [00:41] - The Coaching Mindset: Mike shares how his experience coaching high school sports taught him to view winning as a byproduct of small, disciplined choices rather than a pressured necessity.

• [09:32] - Defending Your Value: The hosts explain how to leverage tough commission conversations to showcase your negotiation skills and maintain your personal standards without becoming defensive.

• [15:53] - Embracing Defeat to Become a Champion: A deep dive into why playing it safe prevents true professional growth, and how accepting failure is an essential part of the journey toward excellence.

• [19:43] - The Strategy of Losing to Win: Tim recounts an impactful piece of advice from a lift driver in New York City, illustrating how keeping the bigger picture in mind matters more than fighting every individual battle.

• [26:56] - Winning in a Loss: Discover the exact two-step post-loss strategy for following up with clients who chose a competitor, turning a lost deal into a valuable learning opportunity.

💬 Key Quotes

• Tim Hooper: "The one who needs to win in fact pushes it away. Uh, pushes more wins away because they're so aggressive. They're overaggressive... So sometimes just consider do you need to win? Do you have to have it or do you really want to? And in that want to there stays this healthy curiosity, this healthy continuance of growth."

• Mike Gandolfo: "You have to be confident enough to accept the failure that's going to come and understand that failure is the part of true success."

• Tim Hooper: "When your motivation is 'I want to win'... you keep showing up even when you don't have to win because of the impact that they can create, because they love the game, because they love the process of growth."

• Mike Gandolfo: "The client can feel that, right? The client knows if you're trying to push something forward because you need it versus what's best for them."

🛠️ Resources & Tools

• Brian Buffini & Lee Trevino Story: Mike references a powerful story shared by Brian Buffini regarding golfer Lee Trevino, highlighting the importance of executing under pressure as if "the money is already in your pocket."

🔴 Join Us for TMS Live!

Technology in Marketing & Sales

LIVE Q&A session on YouTube!

Date: 3rd Thursday of the Month

Time: 10:00 am EST

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Connect with Tim on LinkedIn: ⁠https://www.linkedin.com/in/timehooper/⁠

Email the Show: ⁠trustfactorx@gmail.com⁠

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