Summertime means barbecues, swimming, and fishing.
I spent some time on a lake recently and it occurs to me that fishing is a lot like selling. Each is a two-step process involving attraction and then some form of completion.
Fishing has evolved quite a bit through the years thanks to technology and better gear. The act of catching fish, however, hasn’t changed much for the weekend angler.
To land a fish, you really only have to do two things.
First, you have to use a bait that the fish likes.
When you’re offering something that the fish finds interesting, you’ll get more bites. Bait the hook with something that fish don’t eat and it’s going to be a slow day on the water.
Second, you have to “set the hook.”
When the fish nibbles at your bait, set the hook by slightly jerking the line upward. Most hooks have a reverse barb, so this motion sets the hook and prevents the fish from getting away. Reel it in and grill it up, right?
Fishing for sales
Selling is also a two-step process.
The first step is to establish a strong value proposition. The value proposition is to selling what bait is to fishing.
You must offer something that the prospect desires, whether it’s a car that gets good gas mileage, a cell phone plan that doesn’t drop calls or a hot sandwich that tastes really good.
If you’re not getting the prospect’s interest with your product or service offer, you need to either sharpen the offer or present the value proposition in another way.
The second step in sales is to close the deal. Closing is to selling what setting the hook is to fishing.
Closing is accomplished by monitoring the prospect’s reaction to the value proposition and then asking for the order.
Watch this video, which was recorded during one of my presentations a while back. I interview an audience member who knows fishing.
Learn more from the audio program, Selling More, Better, Faster.