The Similarities of Sales, Sports –Farquharson/Tedesco
If nothing else, make sure your teammates always get answers to questions #1 and #2. The company calling may have other printing needs that fit you well, but you might never know if you don’t ask! Make sure you add them to your marketing list.
Gathering the information above will allow you to market more effectively to these prospects and customers. Even if the first inquiry doesn’t bear fruit, the next ones might. To ensure this information is captured in a useful way, develop a company-wide database that any employee can access and update.
And, don’t forget to “always be prepared.” Think we’re changing up to the Boy Scouts? Nope. We’re still in sports land.
It’s a sunny day at the ballpark. Last inning; you hit a home run and put your team ahead. Now, you’re back in the infield, the sun in your eyes. The batter swings and launches a pop-up toward you. As any infielder knows, you do three things in this situation:
- flip down your shades so you can locate the ball,
- choose a path to the ball that avoids getting the sun in your eyes (as much as possible),
- raise your glove to shield the sun.
Unfortunately, last inning you were busy basking in the glory of your big hit and forgot to grab your flip-down shades before heading out to the field. Without your shades, you lose the ball in the sun. In baseball, you can go from hero to goat just like that.
Are there parallels to this in the sales world? Sure! Say you start taking an awesome customer for granted. Maybe you neglect to make sure his account is covered while you’re on vacation. Perhaps you forget to return a call.
Little things like these can lead to this awesome print buyer accepting a call from another salesperson, creating a crack in your business relationship. Suddenly, that amazing repeat job got bid out and you’re backpedaling, trying to find a ball you’ve caught a thousand times before that’s now lost in the sun.
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at firstname.lastname@example.org or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.