There was a book a few years ago called Blue Ocean Strategy. The concept was that a blue ocean means that the water is deep, has a lot of fish, and has fewer people fishing. Thanks to COVID-19, however, businesses are suddenly finding themselves in a red ocean; shallow water, fewer fish, more competitive fishing, bloody with competition.
Have you ever thought about the potential of a $5 bar of iron? If you’ve never seen one, there’s not much to it. Just a simple rectangle, like a bar of gold bullion, though a heck of a lot less expensive. But just because it’s a $5 bar of iron doesn’t mean it has to stay that way. There are actually lots of things you can do to increase its value.
I remember attending a sales call with one of my salespeople back when we were expanding our performance sales training organization. He had landed an opportunity for a sizable, in-house training deal and he knew he was going to get some resistance with a deal of this magnitude. He wanted me to join him and give him some coaching on handling sales objections during a presentation.
In a previous post, we outlined a process for resolving sales objections. It’s a way of adding some stability, scalability, and repeatability to the sales process. In other words, all members of your sales team, from the freshman sales rep to the seasoned saleswoman, now have a way of producing repeatable results when resolving common sales objections.
There’s no doubt that we’re in the middle of some tough times – a raging pandemic, a downturned economy, rising unemployment… Yes, we can all agree that times aren’t the best right now.
But speaking as someone who has served as a salesperson, sales coach, sales manager, and CEO, I can say that we’ve faced tough times before. And to get through the dark times, we do two things. First, we focus on what we can control and change it for the better. And second, we highlight our accomplishments to carry us to better times. As I’ve coached my team through the years, acknowledge the situation. But work to change what’s in your control and celebrate your victories when they happen.
When I started assembling my current crew, my current Vice President told me a remarkable story about opening a sales call, displaying exceptional sales acumen for someone who was just starting her sales career.
Greg Kish, Vice President Sales & Service with Legends at LA Stadium & Entertainment District at Hollywood Park
Q: Tell us about the work you do with Legends
A: Legends has been fortunate enough to partner on the most ambitious projects in the history of sports and entertainment. My role is being a steward of iconic brands to delivering on all revenue streams and ensure the financial success of the project. With that said, the most rewarding part is the opportunity to build a team of people and a culture that will have a lasting impact for our partners.
Lance Tyson is an industry leader in sales training, development, and management. Selling is an Away Game is a must read for any sales professional, sales leader, or aspiring candidate in the industry.
Chief Revenue Officer, Tampa Bay Sports and Entertainment