Article: Sales Lessons from "The Gambler"

24th April 2013 | By Frances Pratt

Sales is gambling

Confession time  … I love country music!  Great country music songs are honest stories, well told. 

I have used The Gambler by Don Schlitz popularised by Kenny Rogers to help you learn the rules of the game of sales – how to play and how to win.

Sales is gambling. 

Sales is about taking risks and asking your clients to take a risk by investing in you, your company and your products or services.

Reading the play helps you know what risks to take when.  The Gambler  “made my life out of readin' people's faces, And knowin' what their cards were by the way they held their eyes.”  Once you can uncover how your client feels; you can use sales techniques to move them towards a decision.

"If you're gonna play the game, boy, ya gotta learn to play it right."

Priority #1 - Know your hand. 

“Knowin' what to throw away and knowing what to keep.”  Your hand in your conversations are made up of sales stories that help people understand how you operate with clients and why they should buy from you.

Lessons from The Gambler

You got to know when to hold 'em, know when to fold 'em,

 

Sales is a dance, a way of getting to know people – just like dating.  You have to know your hand and when to play which cards.  This starts with knowing your strengths and how they relate to your ideal client, their problems and how they like to buy.  

 

Your ideal client should be so clear in your mind that when you meet someone, you should know when to hold and when to fold.

"Know when to walk away and know when to run."

 

Listen to your gut, and use that intuition to attract the right people to your business.  If you hear that voice in your head that says: “I know this client will be trouble or not like our service …” etc then RUN! 

 

"You never count your money when you're sittin' at the table."

 

Selling isn’t about money!  Great selling is about helping people buy things that solve their problems or meet their needs.  When you’re sitting at the table – focus on your client and how you can help them.  If you do this well – then the money will follow.

 

There'll be time enough for countin' when the dealin's done.

 

Stop – Reflect and Review your sales performance each week.  What did you do well, what went wrong and most importantly – what changes are you going to make to learn from these experiences.

 

OK my friend … hopefully there has been an Ace in here that you can use.  Happy Selling !

Listen to "The Gambler"

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