Janie Wiltshire's Blog

What's Janie thinking?...

I recently took up fishing...I know it seems strange, but it is teaching me a lot.  Funny how sales is a lot like fishing.  You've got to put the right bait on the hook (features and benefits), cast in the right place (qualified buyers only), be patient while you are waiting for a bite (don't talk too much) and then reel it in when you know it's time (close and ask for the order).

Each one of these steps is critical to catching the fish and securing the sale.  Leave one out and you'll be going home empty-handed.  Sometimes you catch a lot of fish and sometimes you have to keep fishing.  Experienced fishermen (and women) know that the real key is the act of going fishing.  I believe that many times, we sit and wait for the fish to jump in our boat.  It doesn't work that way on the water or at your business (outside sales calls).  If you are into fishing tales, be sure and click and view "Catch of the Day" (PDF).  Get ready to chuckle...I've been fishing with the sharks!