Sales tip - Take the lane like Lebron James

SALES TIP- WHY YOU SHOULD TAKE THE LANE LIKE LEBRON JAMES

CLASSIC SDR / BDR ROOKIE MISTAKE

You’re on a cold call with a prospect. The prospect shares information with you about “pain a”. Hoping to probe a little bit more. You ask about “pain b”, and “pain c”.

Ryan's Sales Tips - Take the lane 1 sales tipYou thought you were were doing a great job selling. Asking all of the right probing questions. You asked many different questions. You thought that you got all of the pain that you needed to pass the prospect on to an Account Executive.

But what you really did was miss out on an opportunity. By the end of the cold call, you probably forgot to circle back to “pain a”. And all you might have really needed was “pain a”.

You don’t need to always uncover a laundry list of pains. Trust me young seller, you have identified enough. And if you continue asking for more pain. You will absolutely ruin the rhythm of your call. You could also annoy the prospect.

→ Check out my other sales tip titled Sales is a game of inches. It is all about using small wins to help you close big deals.

WHY IS THIS STORY IMPORTANT?

Well, too often do I hear sellers talking about how you need more and more pain.

Do you?

Seriously, how much pain is enough?

When you have already identified pain on a call. You don’t always need to go and search for “pain b” and “pain c“. Instead, take “pain a” and run with it. I’m sharing this with you all because this has been forgotten in modern selling. People think that lots and lots of pain is all that matters on a sales call. It is important, but when is enough, enough?

This is where my simple idea really starts to help. Athletes do it all the time and it really helped me. It also really helped my sales team become better sellers.

I call this idea / sales tip…Taking the lane.

TAKING THE LANE

Think about this. Your coach calls for a pick and roll. And it is executed to perfection. A clear lane opens up to the rim. What do you do? You take the ball to the rim and score 2 points. You don’t wait for another play to be called and a new lane to open up.

When Lebron James runs a play and a lane opens up, he takes the lane. He doesn’t run the same play again looking for another lane, and another lane. So, next time you’re on a call –

Get rid of your laundry list of pain and take the lane like Lebron James.

Ryan's Sales Tips - Take the lane 2 sales tip

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Talk soon — Ryan

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