Don’t Bet! Instead, grow your way into successful selling

If you had bet KShs 200,000 on Leicester City Football Club winning the English Premier League (EPL) last year, you’d be worth one billion shillings now. And what would you have learnt? Nothing.

The seductive, aromatic and hypnotic smell of betting frenzy is in the air. Able bodied men and women are flocking cyber cafés. You will find them transfixed to the monitors, fervently wanting, craving, needing their team to win in a process they have zero control over. They want to reap a lot for sowing a little. They want easy money; and every occasional small win by them or someone they know (or are told about) serves to energize their resolve. Like a junkie, they are hooked. We may criticize them, yet the average salesperson is no different from them-he doesn’t sell, he bets. He lacks a plan for selling. Here’s how.

You do not prospect- you toss a coin

As with any successful sale, betting companies thrive on relentless prospecting. Their prospects are those who bet. The more people bet, the less the betting companies have to give away in winnings, and the more they make in profits. Unlike betting companies, the average salesperson complains that his appointments, and therefore sales, are dwindling, but they do not relentlessly seek new prospects (persons who need and can buy their product or service). They bet that things will miraculously look up.

Much like betting addict, who swears on his mortgaged TV set, that the next game will see him win more than enough to clear with the Shylock, get his TV set back, and be left with change to spare.  None of this happens; and just like the consistently ‘prospect-less’ seller he spirals into obscurity. Continual prospecting is the cornerstone of successful selling; erratic or nil prospecting, is the cornerstone of frustration and failure; it’s betting.

You don’t prepare for the sales call, believing you can wing it

The very first article, three years ago, spoke of the 5Rs of preparation, that is, representation (externally, that is, your dressing, and internally, your attitude); repertoire (having your sales kit ready, such that you do not rummage through your stuff looking for a calculator the way a woman does her ringing cell phone or car keys in her handbag);

Then there was research (exploring client needs through insightful questions, studying the client on- and off-line ahead of the presentation and reviewing your material to ensure that the PowerPoint or Word document does not have remnants of the previous client’s details); rehearse (something few salespeople do, telling themselves that they will wing it-which they don’t); and finally, the 5th R is repeat, reiterating that the 5R’s are a continual cycle. Selling randomly is akin to betting; you have zero control over the process; you throw caution to the wind.

Misled by the occasional win, you sink further into gullibility

If you had bet KShs 200,000 on Leicester City Football Club winning the English Premier League (EPL) last year, you’d be worth one billion shillings now. And what would you have learnt? Nothing. Except, of course, how to reap where you’ve not sown; plus, grow your gullible muscle to take on more gullibility. Like the thousands of Kenyans who lost money in pyramid schemes, your new found knowledge leads you to bet the winnings and soon enough you are back to square one; only now you have an ulcer to show for it.

Lottery wins

Studies show that lottery winners frequently become estranged from family and friends, and incur a greater incidence of depression than the average person. Over 90% end up worse off than they were. Likewise, your random meanderings may land you a juicy sale. Say, a desperate contractor sees your branded T-shirt and says, ”Hey! You are the ones selling bid bonds? I need one for a billion right now.” You have no idea where it came from; the sale just landed on your lap. You even brag about it-the sale that is, not the fact that it fell on you out of the blue. In the process, you are nudged towards getting another sale, or deepening that one. You can’t. You’ve never grown the correct muscle. Soon it is evident you bet. Frustration builds and exit is imminent.

If you’re in doubt about any of the things mentioned above, remember pyramid schemes. Betting is going down this very well-trodden path. Don’t bet! Grow.


Check out our short courses and other services here. Or, if you would like to have your sales team sell more, we can help. In order for us to do so we propose a free consultation meeting or a call. If in agreement please complete the form below and we will get in touch after receiving your details, none of which will be public. Thank you.

Views – 496

About Author

Related posts

Getting to the top is easy; staying on top, not so much

Being the top salesman feels much like winning the World Cup. It’s a double-edged sword. One edge cuts the air with jubilation as the world celebrates with you, while the other edge cuts deep with the realization that in this same instant you are champion, you are automatically the defending champion. Indeed, getting to the

Read More

Sell ethically for sustainable business and commissions

To begin with, I was recently invited to a sales achievement awards ceremony and five things stood out for me. Today I share one. Sell ethically for sustainability. Next week. I’ll share the rest. Now. Like in any other awards ceremony, there were different categories. The one that I found of greatest interest is the

Read More
Stay ahead in a rapidly changing world with Lend Me Your Ears. It’s Free! Most sales newsletters offer tips on “What” to do. But, rarely do they provide insight on exactly “How” to do it. Without the “How” newsletters are a waste of time.