TouchPoint Selling

Apr 30 2008 12:57PM | Permalink | Email this | Comments (0) |
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By Rick Heaston

I was listening to a sports talk show today and heard one of the hosts, Alfred Williams, talk about a quote he heard during his Super Bowl days with the Broncos. And based on how the Nuggets did against the Lakers ... heard it again in the last few days. It went something like this:

The athlete that plays the hardest ... the longest ... usually wins.

The more that I thought about this simple sentence, the more profound I thought it was. The athlete that plays the hardest ... the longest ... usually wins. How much closer to the truth can you get? It made me think, but it really made me think of how it applies to business.

Picture what happens when you substitute “Sales Person” for “Athlete” and “Sell” for “Plays”. It should cause you pause for a moment and reflect. Here’s how it would sound:

The sales person that sells the hardest ... the longest ... usually wins.

I know, ... I know ... most people say today’s “selling” is all about price. But you know what, that’s not necessarily true. There are builders that are high in terms of their price, and those that are low. Then there are those that are clustered in the middle. And that’s where most sales people find themselves.

The low price people will get their sales ... but not every sale. Which means that everyone clustered in the middle will have some opportunities too. And that’s a case where the best sales person will win ... selling the hardest ... longest.