Sales tip - Why you should take the lane like Lebron James

Hey hackers,

I am a sales leader working in software who is passionate about sales coaching (and sports coaching). I am planning on documenting all of my coaching "tips" to easily share with any up and coming sales folks or really anyone who wants to increase sales (who doesn't right?). I am in the processes of exploring different channels to share this content and connect with folks who might find it valuable.

Here is my first post. Let me know if this is helpful for any of you venturing into real software selling (not just cold emails).

BTW - it is all free. No pitch. No pushing my products.

CLASSIC SALES 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”.

You 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 A LAUNDRY LIST OF PAINS

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.

WHY IS THIS 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 it…

“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.

SUPPORT

Thanks for reading. If you learned something feel free to let me know below or follow me on Twitter for more short, real, practical sales tips (ALL FREE!).

Talk soon — Ryan