Are you running to or away from a sale?
Do you think closing a sale is a Sprint or a Marathon?
This weekend in Cincinnati is our marathon that we call the Flying Pig. I started thinking about the similarities between sales and walking or running a marathon. I asked if you believe sales is a sprint or a Marathon, and I believe it’s both.
In 2008 I challenged myself to run my first marathon, the Flying Pig. It was something I wanted to see if I could accomplish mentally and physically. The most I had run was 3-5 miles, but 26.2 was a bit of a stretch goal for me. Driving 26.2 miles seemed like a long way to go. I started to wrap my mind around running 26.2 miles and how I would accomplish this goal.
I knew that I needed a plan and determination to accomplish this goal.
The primary elements of marathon training are:
- Base mileage. Build your weekly mileage over time, running three-to-five times per week.
- Do a long run every 7–10 days so your body can adjust gradually to long distances. Which consists of a 20-mile run.
- The proper hydration and nutrition.
- Rest and recovery.
The Primary elements you need in sales are:
Make a Commitment
It’s hard to wake up one day and run 26.2 miles. It takes a commitment and a training plan to accomplish this goal. You commit to a training plan that includes the right shoes, running clothes, nutrition, and strategy on how many miles you need to complete each week to build up to race day. There is a starting point and a finish line.
The same applies to your business. You have to commit to building your sales. It includes finding new clients and renewing and up-selling current clients. It includes sprinting- a sense of urgency to be the person to earn the conversation with the client. It may take more than one attempt to connect with them. You have to be the one running to them with solutions for their problems. It takes persistence and determination, just like a Marathon. It’s a commitment you need to make every day to reach the finish line, which is earning the client’s business.
Embrace the Setbacks
The best approach to a marathon is knowing that it’s going to be hard and that it’s going to challenge you.
The best thing to do is to embrace that it will probably suck at some point so that when it does suck, you can manage through it. And remember, it’s simply one foot in front of the other at the end of the day.
The same applies to sales. You will face clients who cancel and choose another vendor, which sucks. But you’re in it for the long haul. Learn from each experience and use it as fuel to not give up and stay engaged with that client.
Remember the Why
It’s important to remember why you chose sales as a career, your Why! Halfway through a marathon training, you might feel like quitting. You’ll likely want to give up several times throughout your training because training for a marathon is hard; it’s 26.2 miles!
In sales, we face the same thing. You will want to give up trying to set the intial conversation with your prospect because it’s hard to get someone to make time on their calendar for you. You understand that it may take one to eight attempts to earn that meeting. Again, you are in it for the long haul, not a quick sale. So you stay the course.
Many Marathon runners create a more significant reason than getting fit or accomplishing a milestone — something that, when they think of it, will inspire them to keep going. For example, some marathoners like to dedicate their miles to friends and family, and they wouldn’t want to let down the people who are unique to them.
I am suggesting you do the same in your business. One reason may be that you like to build relationships and help others. You may need to dedicate your time and effort to your kids and spouses to give you that extra reason to keep moving forward.
I am proud to share that I did complete The Flying Pig Marathon, 26.2 Miles! A commitment I made to myself, through many setbacks and with a big WHY!
I encourage you to lace up your shoes or review what you need to keep your business and sales moving in the right direction. Take it one step at a time until you cross your finish line.
Good luck to all the Flying Pig Marathoners this week.
I will be cheering for you!
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Learn more about Simplifying Your sales meetings using 3-word topics at http://www.threewordmeetings.com.