USA Womens Soccer – A Lesson For All Sales People

Loved the watching the Gold Medal game of World Cup soccer yesterday. Really not much of a soccer fan but must admit was glued to the TV for three hours.

And, somewhat disappointed by the outcome…..

But the lesson was clear in the second half when the US went up by a goal….they started playing “not to lose.”

An Affliction With All Sales People

I see this happen a lot in sales, too. As sales trainers, we’ve closely involved in a lot of our client’s deals–both before they begin, and during, the sales process. Why is it we walk on egg shells when we’re helping our prospects? Answer is we should not.

When we are tentative, we give off the fear vibe to our prospect. If we’re afraid we’ll lose the business (or the game) we end up going into defensive mode. If you’re calling on me, helping me understand if I have a problem, you had best not go into a shell. You’d better be helping me battle the issue head on.

If I’m the problem (which in many cases is true), then you have to tell me that fact straight-away. If it’s one of my people, then tell me that, too.

But don’t get timid on me. Don’t get tentative. Don’t start playing “not to lose.”

Instead…

Keep me (prospect) focused on the issue – the pain – the problem that I invited you in to talk about. Be deliberate about that discussion. Don’t let me get away with changing the subject because it might be a little to painful for me.