In Close Rate, Closing, Consultative Selling, Donald Kelly

New to Sales, Not Closing Deals, Closer, The Sales Evangelist Having played soccer in my neighborhood as a kid, middle school, high school, and even in college, I can see how the game of soccer can be incorporated into the way we do sales effectively.

Here are the things that I’ve learned from soccer coach, Coach Ruth:

  • Take more shots on goal. Don’t be afraid.
  • It doesn’t have to be perfect. It just has to be a shot towards goal.
  • You can’t just sit back and dribble around.
  • Take shots within the ideal range.
  • The more shots you take on goal, the more you will increase your likelihood of scoring.

Now how do we translate this into sales?

Many sellers are too afraid of asking for the business and closing the deal. It is a fear that hinders then for accomplishing their goals and performing well.

From the soccer example, once you’re in an ideal position, do not be afraid of asking for the business. The 20% of successful salespeople who are bringing 80% of the business are not afraid of asking for business – Why?

  • They believe in what they’re doing.
  • They know it will work.
  • They understand the value that they can bring to their prospects’ organizations.

3 Reasons Why Most Sales Professionals Are Afraid of Asking for the business:

  • They assume the prospects will tell them when they are ready.
  • They don’t want to be pushy.
  • They don’t know how to ask for the business.

My recommendations (addressing the 3 reasons mentioned above):

  1. Sometimes people are complacent with their current situations. They are reluctant to change, so this is where you come in as a sales professional to educate them. Guide them to a point where they say their ready to move forward. This is where you take a shot on goal and ask for the business.
  1. You have to challenge your prospects at times. Take charge of the selling situation and set the terms or rules before you start playing the game.
  • Find out what the buying criteria’s.
  • Find out what their buying process looks like.
  • Understand their process and share with them your process as well.
  • Implement it by having an upfront contract and a plan with steps of what will happen next.
  • Review with them each stage of the process and find out if you fulfilled what they wanted to, based on the criteria that they agreed upon
  • Help them by continuing the process and don’t be afraid
  • Take that next step with them
  • Challenge their status quo to help them get into an ideal situation, where they can overcome the challenges that are hindering them from being productive.

3. Simply, ask for the business.

  • Do not be afraid.
  • Ask “What would you like to do next?”
  • Another example of asking for the business, “based on the criteria’s we discussed, do you feel confident moving forward with us?”

Take more shots on goal!

Go out and do big things!

Previous TSE episodes mentioned:

Episode 6: Quick, Easy Way to Overcome “The Undecided Prospect”

Episode 81: Case Study “How to Deal With People Who Are Too Nice to Say No”

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Linda Richardson; Consultative Selling, Insights, RichardsonFourth Quarter; End of Year; The Sales Evangelist; Closer