Friday, March 22, 2013

Why Sales is a lot like Fishing

On my recent vacation in Deerfield Beach, Florida, I had the chance to catch up on some fishing. The day before I was to go fishing I thought I would check out the pier and see what types of rigs were being used, what was being caught, the type of bait they were using and possibly what was the best time to go fishing. So, off I went before the sun was up, I made it to the pier in about 15 minutes (walking).

The fishing pier was about a quarter mile long and shaped as a T, I noticed there were two types of fishing going on. One group of anglers were armed with five or six fishing poles each. They were fishing for the REALLY big ones, Tarpon, Wahoo, Cobia and Barracuda. The other group of anglers were fishing for the REALLY small ones, Grunts, Runners, Puffers and some other name I can't recall.

Our first group the Really Big Ones  would bait up all of the their poles, cast them out and then wait, and wait and wait some more. After being there for four hours there was not one REALLY big fish caught by the REALLY BIG ONES, as a matter of fact they caught none! They were caught up in the waiting game.....and what's the old saying "winners make things happen and losers wait for things to happen".

Our second group the REALLY SMALL ONES were only using one pole each. However this type of fishing seemed to best if you were there to catch fish. Once they lowered the lines they were getting hits and bringing fish in, no big fish, but never the less, they were bringing one and two pounders consistently. These guys were constantly changing their baits, cutting their baits and rail'in and pail'in fish! That's what they came for, heck they didn't even have the time to rest!

So, where's the meat in all of this? Well, the guys who fished hard and were willing to take the smaller fish were the guys who went home with fish. The guys who wanted the big ones, got nothing and went home with no fish. Seems to me this is a lot like sales, you can be the guy who only goes after the big ones or the guy who is willing to work harder and take the smaller ones. Day in and day out the guy who works hard and takes the smaller fish out fishes the guy who waits on the big ones. I've always stated that I may not be the best sales person nor the best closer, however what I will do is out work everyone else.

A friend of mine once said, "the hardier you work, the luckier you get"

-=Good Selling=-

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