Ep. 142 - Playing the Long Game in Your Sales Strategy [Business 300]
FLF, LLC
FLF, LLC
4.7 • 957 Ratings
🗓️ 9 December 2024
⏱️ 4 minutes
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Summary
Playing the short game in your sales strategy is reactionary and frantic. It's pushing the product onto the customer. Playing the long game is proactive and free. It's pulling the customer into the product. You either have to spend time and energy pressuring leads to become customers as you squeeze droplets of juice by hand out of the single orange, or you spend time and energy building and maintaining trust, as you plant and water an orchard of orange trees, harvesting an abundance in due time. The mindset is what I'm talking about. Winning is playing the long game in your sales strategy.
Transcript
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| 0:00.0 | Hello and welcome to Business 300. My name is Philip Kulenshov and this is 300 |
| 0:11.9 | seconds about business. We're all a busy people so I have five minutes or less to get my point across. |
| 0:23.9 | Five minutes isn't a long time. |
| 0:26.4 | But that doesn't mean we're not playing the long game here. |
| 0:30.2 | Actually, it's because I'm interested in the long game that I keep these things short. |
| 0:32.7 | Different contexts demand different tactics. |
| 0:37.0 | In many ways, your sales approach depends on what you're selling and to whom you're selling it. |
| 0:42.4 | Is your lead to close timeline one hour, or is it one year? Are you selling to the potential customer that just walked into your shop whom you'll never see again? Or are you cultivating a |
| 0:46.7 | foundation of trust with a high equity account over the course of months? I understand that |
| 0:51.3 | different businesses, products, and market segments require a different approach. |
| 0:54.9 | However, I think there is always a place in every context to be playing the long game in your sales strategy. |
| 1:01.0 | What I'm talking about is the mindset you have in your overall approach to revenue growth. |
| 1:05.4 | I'm not talking about not trying to get quick closings. |
| 1:08.2 | You have a customer that you have an hour to close, go for it |
| 1:10.8 | and get her done. Get that deal. But your chance of success to close the deal, even in a short |
| 1:15.7 | sales cycle, is hampered if your approach to it is frantic, anxious, and pushy. There's a reason |
| 1:21.5 | why no one likes a pushy salesman. Playing the long game means you are not defining success |
| 1:26.3 | by your ability to close this lead. |
| 1:28.3 | If your approach is short-minded, I need my sales numbers to increase now, |
| 1:32.3 | you're putting a lot of pressure on the lead in front of you. |
| 1:35.3 | The person feels the pressure, and the response is counterproductive. |
| 1:38.3 | If you're pushy, you push them away. |
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