Making a Sale: Big Little Things
Three soccer players stand just feet from each other in a triangle, quickly passing the ball back and forth, playing keep-away from a teammate. A second teammate joins, forcing the passes to become crisper and quicker. Then a third.
Anyone who has ever played The Beautiful Game knows this common practice drill well. The idea is to learn control, especially in a chaotic situation. Don’t panic. Rely on your teammates. Focus. Focus. Focus.
But given the number of times a coach calls for this drill in practice, it gets boring.
Fast-forward to a real game situation. Your team is leading 1-nil but the opposition is threatening and within scoring distance. But this isn’t just any game.
It’s the Women’s World Cup Final.
Spain ended up defeating England back in August. The game was made up of a number of little things done right — big little things as it turns out.
A situation arose where Spain was near their own goal, in a triangle with England all over them. The ball was passed with text book precision, giving the opposition no chance to steal. It was perfectly played and eventually the ball was cleared away from danger.
Practice not only makes perfect; it also makes world champions.
A sale is made the same way:
- Do your homework on a prospect;
- Stay diligent;
- Leave upbeat messages;
- More diligence;
- Call when you say you will;
- Offer unsolicited ideas;
- Rely on your teammates;
- Focus. Focus.
Each step is a small task you can either glaze over or run with precision. Get the small components right and you’ll cash a commission check.
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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 email@example.com 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.