GAME PLAN OR TRICK PLAY - IN SALES

GAME PLAN OR TRICK PLAY - IN SALES

More recently I have taken up watching American Football. Now, being from Australia, I don't profess to understand the finer points of the game, or much of the strategy, or even the game plan employed for that matter. But what I find fascinating is that in the waning moments of any contest, the losing team has a tendency to pull out these "bags of tricks". They seem to be a part of the losers arsenal, and its called "trick plays".

As the losing team sees things that they hadn't seen before, they will introduce the element of surprise as often as they can, flooding their opponents with all kinds of tactics not tried before. The only problem is, these "trick plays" are only thought of as a last resort after the existing game plan has been firstly exhausted, and then finally aborted. But the irony is, these "trick plays" are only used by the losing team. The winning team doesn't need to deviate from a game plan that is obviously working.

TRICK PLAY IN THE SALES FIELD

Unfortunately, this concept of "trick play" in so many ways, seems similar to many of the sales calls made by the average salesperson today. They try and make calls without a pre-established game plan, sales strategy, or a personalised or even tailored presentation, and wonder why they get a poor reception from the prospect.

Not too long into the presentation (after they sense that things are not going as well as expected), these salespeople too bring in an element of surprise, in fact, sometimes it’s an arsenal of surprises, flooding the opponent (that is, the prospect) with any kind of strategy they can remember from any of their preceding calls – irrespective if those calls were successful or not.

To me, that type of sales approach is reminiscent to what we saw a decade ago from Suddam Husein in the dying moments of the "Desert Storm Military Operation", where he began launching just about everything in his arsenal in a final attempt to win what he dubbed as the "mother of all wars."

History now shows how futile those efforts were on his part. Yet, that's what's pretty much the same type of "knee-jerk" reaction - with little or no pre-thought of the consequences - many an intelligent prospect is being asked to make a decision vital to himself, his family or his company. No wonder closing rates tend to be so bad with so many salespeople today.

#GamePlan, #TrickPlay, #GoodSalesStrategy, #AccelerateSales, #Written Down, #MarketingOpportunities, #Markets, #Strategy, #Leverage, #IntegratedStrategies, #ExistingStrateghies, #Strategies, #Superselling,?#Supersellers,?#Selling, Sales, #PeterCollins, #PeterCollinsAuthor, #ProfitMakerSales, #PeterCollinsProfitMaker, #profitmakersales.com

********************************************************************

This Article is by Peter Collins - In a sales career spanning more than 59 years, Peter Collins has focused on helping and bringing out the best in others - whether it involves training or mentoring salespeople, managers and business consulting. He has also only worked with 2 Multi-Nationals and is in the Hall of Fame in both. Since the 1970’s Peter has built a reputation as a Nationally and Internationally Published author (Selling over 2.5 million Books), and has 72 Business Books to his credit, but he is mainly known for one book based on the Audio Tape series of the same name, Over 50 Ways of Closing the Sale. In his personal life, Peter has been sought after as an encourager and motivator that has given of his time and talents freely despite his busy schedule. Subsequently, he has assisted churches, pastors, community and charity groups, as well as individuals through his teaching, training, development and on-going mentoring.

Peter can be contacted through his website – [profitmakersales.com](https://profitmakersales.com/?fbclid=IwAR1-vr3sk8NE56gtFA5fiDaKBBp_LDzg4m6BId9CvSiCQfmbtmkkWdH6vO8)