Sales is a Lot Like Karate...

When I teach a Karate Class, Teen or Adult, it often starts with some cardio to loosen them up and break a bit of a sweat.

Then we do some drills on basic techniques such as Block & then Punch. The reason for Block & Punch is simple. If you are out in the real world and someone throws a punch at you, you don't want to be hit, you want to block it, right? If someone is throwing punches at you, after you block their punch, you want them to stop punching don't you? The most effective way to get them to stop, is to land a punch and hurt them isn't it? Since this is a basic premise and the heart of self-defense, you want to make sure that Block & Punch is second nature. The best way to perfect your techniques is through practice and repetition isn't it? Did you ever see a kid walk up to a two wheel bicycle and ride the first time he/she got on without falling? Nope, me neither.

So how does drilling basic Karate techniques such as Block & Punch relate to Sales? You need to sharpen and maintain your skills in both areas. If you haven't practiced the sales equivalent of block & punch (responding to a customer objection with a suitable response), you'll be hit! If you haven't developed a credible response to "Why should I buy from you?” you're going to be knocked flat on your back.

How will you counter the inevitable, "Your price is too high!" (That you know is coming, it's just a matter of when) to justify the cost of your product (better quality; lower cost of ownership, etc.) your client won't select your offering.

So today's summary is try to anticipate your customers' objections and develop a response to educate them, so they understand why purchasing from you is the best buying decision they can make. Then, MAKE SURE they have a great buying experience.

Thanks for reading my Blog!

Jim