What do Fishing & Selling have in Common?
What do Fishing & Selling have in Common?
Have you ever gone fishing with a novice and a pro? If you have you’ll notice some big differences that parallel the differences between a salesperson and a top producer. You just have to see what you’re looking at.
The pro places the lure or bait on the hook from a well stocked tackle. The hook is gracefully cast and properly placed where the pro knows his catch is lurking. When the fish nibbles the hook the pro patiently waits for the fish to take a solid bite and then quickly sets the hook. Once the hook is set the fish is smoothly and firmly reeled in and dipped from the water with a net.
In contrast, the novice grabs whatever bait is handy and tosses his hook wherever it lands hoping it lands in the water. When a fish accidently nibbles the novice gives the line a quick jerk and the fish nimbly swims away. When he finally sets the hook he reels the fish in with quick jerks and loses it before it gets close enough to reach with the net.
At the end of the day the novice is exhausted and fishless. The pro feels satisfied and happily heads home with his nice catch.
The pro understands you have to use the right lure or bait for the fish you want to catch. That bait is the message you communicate to your prospects. When the prospect nibbles on the hook, that is once they’ve demonstrated at least some interest in what you have to offer, he doesn’t immediately try to set an appointment.
The pro knows you can have the right bait and it still won’t do you any good unless you put that bait where the fish who like that bait swim. So the pro gets his message out to the right prospects. Plus he makes sure he has a way to connect with those prospects, before he ever casts his line.
He gets the prospects interest getting the prospect to nibble on the bait. That is, he gets his prospects to ask questions about what he can do for them. Before the pro tries to set the hook, go for the appointment, he makes sure the prospect is curious enough to allow him to set the hook.
It takes practice to get the right message to the right people, yet, it’s well worth the effort. You have to find how and where to connect with those right people or your messages are worthless. Then you just have to get them to want to know more. Just like a good fisherman selling more is all in the details.
What do Fishing Selling have in Common - To learn more about this author, visit Cheryl A. Clausen's Website.
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The simple answer is they both require the right tools and skill. Let me explain.
Have you ever gone fishing with a novice and a pro? If you have you’ll notice some big differences that parallel the differences between a salesperson and a top producer. You just have to see what you’re looking at.
The pro places the lure or bait on the hook from a well stocked tackle. The hook is gracefully cast and properly placed where the pro knows his catch is lurking. When the fish nibbles the hook the pro patiently waits for the fish to take a solid bite and then quickly sets the hook. Once the hook is set the fish is smoothly and firmly reeled in and dipped from the water with a net.
In contrast, the novice grabs whatever bait is handy and tosses his hook wherever it lands hoping it lands in the water. When a fish accidently nibbles the novice gives the line a quick jerk and the fish nimbly swims away. When he finally sets the hook he reels the fish in with quick jerks and loses it before it gets close enough to reach with the net.
At the end of the day the novice is exhausted and fishless. The pro feels satisfied and happily heads home with his nice catch.
The pro understands you have to use the right lure or bait for the fish you want to catch. That bait is the message you communicate to your prospects. When the prospect nibbles on the hook, that is once they’ve demonstrated at least some interest in what you have to offer, he doesn’t immediately try to set an appointment.
The pro knows you can have the right bait and it still won’t do you any good unless you put that bait where the fish who like that bait swim. So the pro gets his message out to the right prospects. Plus he makes sure he has a way to connect with those prospects, before he ever casts his line.
He gets the prospects interest getting the prospect to nibble on the bait. That is, he gets his prospects to ask questions about what he can do for them. Before the pro tries to set the hook, go for the appointment, he makes sure the prospect is curious enough to allow him to set the hook.
It takes practice to get the right message to the right people, yet, it’s well worth the effort. You have to find how and where to connect with those right people or your messages are worthless. Then you just have to get them to want to know more. Just like a good fisherman selling more is all in the details.
What do Fishing Selling have in Common - To learn more about this author, visit Cheryl A. Clausen's Website.
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Dave KurlanDave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. Dave has been a top rated speaker at Inc. Magazine's Conference on Growing the Company, the Sales & Marketing Management Conference and the Gazelles Sales & Marketing Summit. He has been featured on radio and TV, including World Business Review with General Norman Schwarzkopf, in Inc. Magazine, Selling Power Magazine, Sales & Marketing Management Magazine and Incentive Magazine. He is the author of Mindless Selling and Baseline Selling – How to Become a Sales Superstar by Using What You Already Know about the Game of Baseball. He created and wrote STAR, a proprietary recruiting process for hiring great salespeople, and he writes Understanding the Sales Force, a popular business Blog and is a contributing author to The Death of 20th Century Selling and 101 Great Ways to Improve Your Life, Volume 2. - Visit Dave Kurlan's Website |
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Linda RichardsonLinda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training and performance improvement company. As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.” Ms. Richardson is credited with the movement to Consultative Selling and is the author of ten books on selling and sales management, including Sales Coaching — Making the Great Leap from Sales Manager to Sales Coach, and Stop Telling, Start Selling. She teaches sales and management at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine. Learn more about Richardson's sales training and performance improvement solutions at http://www.richardson.com web - Visit Linda Richardson's Website |
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George LudwigGeorge Ludwig is a recognized authority on sales strategy and peak performance psychology. An international speaker, trainer, and corporate consultant, he helps clients like Johnson & Johnson, Abbott Laboratories, Northwestern Mutual, CIGNA, and numerous others improve sales force effectiveness and performance. Though it's George's strategies and processes that help corporations increase productivity and performance, it's his tremendous energy and dynamism that spark the transformation. Again and again, clients remark on his amazing ability to unleash human capacity and inspire men and women to break out of their comfort zones. The result is a whole new type of salesperson. His customized presentations teach achievers to make stunning advances in their lives. From helping salespeople realize cherished dreams to helping corporations exponentially accelerate revenue streams, George Ludwig leaves audiences and individuals empowered, emboldened, and clamoring for more. George is the best-selling author of Power Selling: Seven Strategies for Cracking the Sales Code and Wise Moves: 60 Quick Tips to Improve Your Position in Life & Business. - Visit George Ludwig's Website |
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John PowerJohn Power, founder of Biltmore Franchise Consulting, has extensive experience developing and marketing franchises and business opportunities. He has been in and around franchising for over twenty years. From 1980 through 1990 he conceptualized, organized, and developed the American Video Association. He grew AVA to 2,000 national members, before selling the company it 1990. It was later merged into another home video marketing company. From 2000 to 2005 he worked as a contract marketing and human resources consultant to several local and national companies. In 2005 Mr. Power began working as a franchise development consultant on a full-time basis. Since that time he has helped more than three dozen companies initiate and develop their franchising program. He notes that there are many companies interested in developing a franchise program, and who need his specialized assistance. Mr. Power is a “hands-on” franchise consultant. He said, “I am the ‘nuts and bolts’ person who tends to the details for my clients.” Mr. Power holds a B.S. degree with a major in Marketing. See: www.biltmorefranchise.com You may contact Mr. Power at: jpower@biltmorefranchise.co - Visit John Power's Website |
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Staging DivaDebra Gould, aka The Staging Diva®, is President of Six Elements Inc., an internationally recognized home staging company. Inspired by many requests from aspiring home stagers wanting to start similar businesses, Gould created the Staging Diva Home Staging Business Training Program. Gould has trained over 1000 Staging Diva Graduates worldwide to start staging businesses. Buying decorating and selling six of her own homes in four years lead to an interest in real estate staging which she turned into a career with the launch of sixelements.com in 2002. Since then she has staged hundreds of homes in addition to teaching home staging training. Gould is the author of several home staging resources including a series of popular ebooks made up of a Design Guide, Color Guide and Portfolio Guide. For more information about Debra Gould visit stagingdiva.com. - Visit Staging Diva's Website |
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Jay Kubassek(Jay's Full Bio: EvanCarmichael.com/jaykubassek) In five years, Canadian-born entrepreneur Jay Kubassek went from selling mufflers at a Midas franchise to revolutionizing Internet marketing with the 2004 launch of CarbonCopyPRO, a online marketing education company, now worth over $20 million with customers in over 160 countries.
As an independent film producer, his upstart film fund Aliquot Films is currently producing a films with Spike Lee and Abel Fererra (starring Ethan Hawke and Dennis Hopper.)
Jay's entrepreneurial spirit is irrepressible. He’s the owner of five companies, a professional speaker and trainer, international real estate developer/investor, extreme sport enthusiast and emerging philanthropist. Jay resides in NYC with his wife Jamie, son Milo and dog Cooper. Visit Jay's official website: www.JayKubassek.com - Visit Jay Kubassek's Website |
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