So many men and women today love to fish and love to take their children fishing. It is a relaxing sport that can be very enjoyable. Then comes Monday and we have to get back to selling, and we just don’t get that same excitement that we had while fishing. So this month, I want to show you how selling and fishing are so similar. This way you will enjoy fishing on the weekend, and love selling during the week. Let me know if I hooked the fish on this one.
In fishing it is very critical to find the right place to fish, a place that has fish that you can catch. This would be the first step in success. In sales, finding the right place to fish is finding a place that has prospects that you can meet, prospects that fit what you are looking for prospects that you can catch. So, whether fishing, or selling, you have to find the right place to do them at.
In fishing, if I know the great places to fish and do not fish there, but instead go to the places easiest to get to, the places closest, or the places I like to hang out best, I do not catch the fish I could. The same goes for sales, if I know the great places to prospect and yet I do not prospect there, instead I elect to go to the places that are easiest to get to, the places closest to me, or the places I and my buddies like to hang out at – then I never sell all I could.
The second point in fishing is you have to have the right bait, many times you have to have more than one kind of bait to catch the fish. Something the fish will bite on. If you don’t have the right bait, they will not bite and you will not catch any fish. Then you will go home with only a fish story about the one that got away.
Just as in fishing you need the right bait, in sales, you also have to have the right bait, i.e.: the right product. You have to have something people have to have, or something they want. Something they will buy. Otherwise, you will also go home with the story about the one that got away – a fish story I believe.
In fishing if I know the best bait to use, yet I do not want to spend the money for it, or it is inconvenient to get to where they sell it, or I do not like that bait and it is not fun or easy or simple or clean to work with, then I do not catch the fish I could.
In sales, if I know what I need to do, the materials I need to have, if I get a cheap business card, or I print my own brochures, or I do not spend the money to belong to the right groups, then I never get the business I could.
The third thing in fishing, you have to have is the right technique; you have to know how to cast, play the fishing, hook the fish. You can have the right spot and right bait, but your inability to fish will still send you home empty handed. Likewise, in sales you also have to have the right technique, you have to know how to build relationships, create opportunities and build proposals. To many times in sales we also know the right spot, we have the right product, but we are not very good at selling it – thus we talk about the one that got away.
In fishing if I do not listen and learn and practice the things I am taught about being a great fisherman. How to play the fish, how to hook them, how to reel them in, then I get no fish. The same thing applies to sales, if I don’t listen and learn how to do my job better, read, get educated, watch and learn from others, then I to do not learn how to be a great sales person.
Finally, in fishing you have to know how to bring the fish in, how to keep them hooked and how to reel in the fish and put him in the cooler. In sales, the final ingredient you have is to know how to bring in the client, keep them hooked and close the deal, “show me the money”.
If I cannot reel in the fish successfully, it doesn’t matter if I know the right places, use the right bait, or have the best equipment, or play the fish, if the fish does not end up in my net, then I am unsuccessful.
It is not any different in sales, I can be the greatest at networking, the one who has the best looking business cards and materials, the one who know how to meet with the people and get all the information, who knows how to put the best proposal in the world together, if I do not close and get a check, I am unsuccessful.
So, if you want to be the best at selling, then you have to:
1. Find the best places to meet the right people.
2. Have the right product/service
3. Know how to present your product
4. Close the deal.
Can you be great without doing these 4 processes? No, you can get good, but to get great you have to do all four. Just like to be a greater fisher, you have to do all four.
When I go fishing, I always visualize catching a big fish and catching many.
When I go fishing, I always believe I am going to catch those fish.
When I go fishing, I have prepared
I have selected the right place
I have secured the right bait(s)
I have the right equipment
I have read and practiced
I am going to catch fish.
When I go selling I always visualize closing a big deal and closing many deals.
When I go selling, I believe I am going to close the deal.
When I go selling I have prepared
I have selected the right place
I have the right product/service and technique
I have read and practiced and gotten great
I am going to close the deal
So next time you are out there selling and things just are not going the way you want them to, take a moment, and relate what you are doing to fishing and you might just take the big one home.