On the Friday office hours for closing the complex sale we had a great conversation

about why it's hard to adapt some of these more advanced selling skills to kind of have a process, a flow, and how do we integrate these skills into our skill set, into our calls, so that we can reduce the

slippage, the delays, the commodity trap, all the things that kind of kill our deal, and what we came to the conclusion was that they don't feel natural at first, like everything new that we try, feels awkward. Try playing a new game. We're

going to be talking about a game today, the game of golf.

And what I love about the analogy of golf and sales

is that they both look insanely simple until you try them.

In golf, come on, you hit a ball into a hole.

How hard could it be in sales? You ask and answer questions, you talk to people all day.

All you have to know is the answers, right? All you have to know is about the product, but then the deals don't close.

Because the objective of sales is to sell.

The objective of golf is to get that ball on the whole.

And as few strikes as possible, a few swings.

And in sales, it can take more swings, that's okay.

But if we leave it up to the client,

if we're reactive, and how can you be proactive if you don't have a system, a process, a game plan?

The thing is, you can maybe one step, but after that it all falls apart that's why we get ghosted we

don't get ghosted because people are mean we get ghosted because there's no

next step there's not enough interest. They think they have everything

they need. No need for more. No need for more are you, but do they and let's face it they know the product

will help them will improve their company, their careers? But is it worth all the effort of

getting it done? It's not the decision of does it match or will it help?

We're past that.

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