It reminds me of the "inches all around us", all the time. As in the conversations we have, the lives we touch, the directions and choices we make, may only be inches apart from one decision relative to another, could very well lead us in a distinctly different direction or position a few weeks, months or years down the road.
Sales, like life and professional football, is a "game of inches" - not knowing the game could cost you.
When I play this video during professional sales training, on the art of the conversation....the eyes usually light up in the audience. The sales professionals in the audience usually remembers the sale they lost due to lack of client understanding of the critical issues, the unnecessary comment, the flawed conclusion, the misplaced question or the off tangent discussion that lead the sales conversation astray. And the lost sale.
Think about the time and money invested in doing the homework (for those who actually prepare for a sales call), the networking events you attended, the lead generation system you just paid for, all the travel to get to a client or prospect's office, comes down to those inches during a sales conversation.
Think about your sales process and the sales conversation you have with a prospect. Where are the "games of inches" played in your approach to help a client?
The difference in those "inches" could mean the difference between a contract won or "tied for last". A happy client or a sale that the competition won. When these inches are added up, the game could very well cost you a fortune or a chunk of your retirement, or your kids education fund.
Do you know the "game of inches" in your sales conversation?
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