Sales Lessons I Learned Running

Know you are running into

I have been back into road running recently and since there are no sidewalks to use like I had in Virginia, I run on the edge of the road toward on-coming traffic.  It creates an interesting dynamic when encountering cars. There are several ways that cars address a runner:

Some cars drive as close as they can to me.  It's their lane and they drive with "the right" to be there...  Some cars completely move out of the lane to let me know that I am safe to keep running...  AND...  Some cars slow down or almost stop not sure whether to speed by or what I am doing...

There isn't really another option.  Which is really kind of how it is in the sales world:

Some prospects drive you as hard as they can in the hopes that they will get a better deal...  Some prospects really want nothing to do with you in the hopes that you might go away...  AND...  Some prospects slow down the procurement process so that they can feel in control...

This is about your current prospects for a minute.  Can you think of another type missing?  This pretty much covers any prospect you will ever meet.

The fact is: if you know who you are running into, you can be better prepared to stay alive.  You don't want to play chicken with a prospect who is determined to run you off the road...

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UPDATE:  If you have not already signed up for the BrightTALK webinar tomorrow (Wednesday) that I am hosting, you don't want to miss out...

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