Take Some Extra Time, or You’ll Fall Down

Enjoy a preview from the Creative Selling section of next month's issue:
Horses are like business prospects.
Well-trained horses are prepared for anything they might encounter during
their lifetime. They’ll learn to stand still while a rider mounts and pick up their right foot to produce a collected gait. They won’t complain when it’s hot outside or if they don’t get a blue ribbon at the fair.
Similar to a horse and rider partnership, clients can get into a routine too.
They also develop working relationships over time. But sometimes, clients are unpredictable.
At times, horses will ruin a pattern they’ve done multiple times before
because the rider poked too hard with the spurs or the saddle is pinching their shoulders. Or worse, they might decide to throw off the rider just like the prospect that abruptly stopped calling.
Spur-wearing riders know to be careful and use the metal spikes as a last
resort. They also take a few extra minutes to make sure the saddle fits. If these precautions are taken, the rider and horse can rest assured they’ll have a good performance.
The same principle applies to sales. You have to find the right incentives
to match the right prospects. If you don’t prepare for success, you won’t have it. You won’t be confident or relaxed, which could make your customer nervous or unwilling to work with you.
A horse is not going to perform well for a nervous or aggressive rider in
the same way a client will not work with a sales professional that isn’t flexible and compromising.
Take a moment and pay attention to who you are working with, no matter
who they are. It’s the best way to predict a pleasant outcome.

Happy trails,

Kaye Maloney
Editorial Intern