Dear Todd Cohen Sales Community,
Those of you who know me know I am not big on sports analogies – mainly because, well, I am just not that versed in sports and all of the rules and intricacies. However, in a recent conversation with Ray Jackson, a leading expert on innovative leadership and a former professional basketball player, we started to talk about the relationship between playing a sports game and selling. (I will admit to being a die-hard Pittsburgh Steelers fan though!)
Ray was talking about how the best games are won when players play at their best and not just to the level of their opponent. If you are playing a superior team, then players will rise to the challenge and play the best game they can. If a mediocre team is being played, then both teams will play mediocre! In other words, players can win by 5 or by 50 points. I began to think about how that applied to the world of the sales professional and I want to share that with you and get your reaction.
As sales professionals, it is our absolute responsibility to play the best game we can on every sales call and interaction. We need to always educate, collaborate, and raise our game as much as possible. Every sales call is an opportunity to raise our clients’ expectations and our chance to deliver on them. I think the best sales professionals sell to the best of their ability all of the time. They never miss a chance to help the client get smarter and make good decisions. You can win by 50 if you have an informed and savvy client who inspires and motivates you to raise your game to sell as best as you ever have! If an average performing sales professional is not inspired by that same client who wants to do business, then he or she will not be as effective in conducting a great sales campaign. That person does not then stand the best chance possible to close the deal – and create a satisfied client!
Here is my challenge to the sales community-do you want to win by 5 or by 50?
As always, let me know what you think!