Sales Tip of the Week from Mike Leeds – Pro Sales Coaching
What Sales People can learn from Surfers
Watching the waves in the ocean can be mesmerizing. After each wave hits the beach, another one shortly follows. Then you watch the surfers sitting on their boards out beyond where the waves break. They patiently wait for that perfect wave for a great ride to the beach. These waves are few and far between but when the right one comes, the surfers paddle to be in the right position to catch it. Ten, twenty, or even more waves may come and go, before the surfer feels it is the right one.
When there is not a lot of activity in the ocean, surfers need to consider the options below to maximize their surfing effort:
- Consider getting out into the water earlier, and possibly spending more time out there.
- Consider riding waves that are a notch below the perfect one, just to keep it going.
- Consider the surfing options at other beaches, where the conditions may be better.
- Prepare their equipment to be more effective (wax their boards).
There are a lot of similarities here that sales people can learn from in a challenging economy:
- Make more sales calls.
- Work on smaller projects, while keeping an eye out for the big one.
- Consider prospecting in multiple market segments or new geographic areas.
- Stay prepared, and always keep your sales skills sharp.
Have a great sales week!