Learning to fly: (the greatest risk comes at the takeoff and landing)

I am going to equate the sales process to flying an airplane. Too many times we focus on the “in air” process. That’s right we put so much of our attention on the presentation and though it is important, not enough emphasis is placed on the opening and the close. This results in lower closing ratios and missed opportunities.

I think we would all agree that there are some great pilots out there, but all too many times they never get the opportunity to show off their capabilities because they can’t get off the runway, or they take off and cruise through the flight and crash and burn just shy of the runway. So remember when you are preparing to make a sales call it is important that you set the precedence from the very beginning.

Make sure that in the opening you separate yourself from all of the others. I suggest implementing passion, excitement, credibility, and confidence when beginning a sales conversation. Then understand that the “close” is NOT a separate process from the rest of the sale. You don’t leave your house in the morning and leave your front door open all day. You close it behind you…and LOCK it. So when you are finished with your presentation…ask for the sale…land the plane.

“Now go sell something”

David Villa, CEO

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Comment by Gregg Morris on March 29, 2012 at 9:35pm: I remember obtaining my pilots license and in the beginning, I would hold the wheel with a very tight grip - my palms sweating. As I flew a little more, I realized that all I had to do was fly with a light touch. And until that happened, I was not ready to fly on my own. The same goes with a salesman! Relax and take care of your customer, showing love and compassion for their needs. It takes a while for a great salesman to master the needs of the customer first, but when they do, they win. And it's smooth sailing from there!

The love of controlling that plane and the customer are the same!

Comment by Chris Fritcher on March 28, 2012 at 8:31pm: Thanks I will. Thanks for checking it out.

Comment by Marsh Buice on March 28, 2012 at 4:29pm: Can't land if you never take off! So true, Chris..keep them coming brother.