In an attempt to stop an epidemic sweeping the sales community, the Bros examine the mindset of counting your deals before it’s done. We talk about the problem of counting a deal as “won” or “lost” before it is really signed by you or someone else. When do you give up on a deal, if ever? Dave drops out the “Get Three Nos” method to sit along side of the 5-Whys we’ve talked about before. We discuss the relative merits of finding out why you lost a deal and how to do it well before talking about playing to win vs not-to-lose to wrap up another episode of awesome conversation.