A couple of years ago a client, Todd Jackson of Jackson Design and Remodeling, casually mentioned that business is a game of Chess not Checkers. That casual comment struck me as pretty important, and I’ve been pondering it for the past couple of years. Last week, I was training a high-functioning sales team, and we explored the differences in the two games and what is required to play the game of Sales in the same manner as you would approach Chess, not Checkers.
Sure there are similarities between Chess and Checkers – both are board games, both have pieces, you capture pieces to win, etc. But the differences in the thinking, approach, and the strategy needed to win are profound. You’re not likely to win a game of Chess without thinking ahead, knowing not just the next move, but the next several. You have to pay precise attention, and you need to examine the approach of the person you are playing against. It’s really strategic.
So, when you are contemplating the sales opportunities you are working on, ask yourself, am I playing Chess or am I playing Checkers?
It’s time to be strategic!
And, if it’s time to get a sales coach who loves the game, check out our new coaching program, Close the Deal, and call us today. Together we will WIN!
