Winning Sales Advice From the Carolina Tarheels

Watching Carolina stomp stomp Michigan State last night reminded me of what my basketball coach once said.

 “No one shoots until we’ve made six passes.”

I’ve often thought that great sellers follow similar advice. They never present ideas until they’ve asked at least six questions.  Actually, six is probably too few.

My point is that great sellers realize that no one ever listened their way out of a sale. So they ask lots of questions, gathering as much information as possible about the prospect’s needs.  They “work the ball around.” They want to make sure that when they take a shot, it’s dead on.

They never shoot too soon.

Print Friendly, PDF & Email