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Making The Fourth Sale First
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My father taught me the game of chess as I was growing up, and one of the points he stressed most often is that you MUST think several moves ahead before committing to any action:
If I take his knight with my queen, it will leave my rook exposed, so he'll probably put me in check with the bishop. I'll get out of check by moving my king behind the pawn, and he'll take my rook with the bishop. Then I'll surprise him by ...
If memory serves, it took me about five years and a couple hundred games before I finally beat Dad for the first time. While the duration and count to that first win may not be accurate, I do remember distinctly that after losing the match, Dad said, "I see you're finally thinking at least four moves ahead."
- Are you thinking four moves ahead in your sales, marketing and customer service?
- Are your processes designed to produce a one-time customers, or structured to produce lifetime clients?
- What can you change in your sales process so that, before hiring you for the first time, prospects are already thinking about the pattern of improvement that you can help them achieve?
- What one question can you ask during a sales call that positions your company as a resource instead of a provider?
- How can you provide so much value in your marketing processes that customers actually ask you, "What happened" if you stop a process?
Marketing and sales are a lot like chess – if you think several moves ahead, you can often "make the fourth sale first."
Have a great week!
Gill
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