“When you need a sale and you’re only focused on the clothes, or even if you want to and you’ve done it before and you’ve seen that outcome, you can oftentimes stray away from your fundamentals because you’re so focused on getting the outcome that you need or want.” – Jack Wilson in today’s Tip 280
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Both tips this weekend come directly from insights and experiences at the Sales Success Summit. Starting with this story from Jack Wilson. If you’ve been listening to the show for any length of time, you probably already know Jack. He’s now the Director of Franchise Development at Cinch I.T. and was one of the stars on the stage at the Summit with his presentation Moving Your Margins: The Impact of Minimum Viable Habits. Here he is with today’s tip.
Jack Wilson: I want to share a story with you about an encounter that I just had recently while attending the Sales Success Summit in Austin, hosted by Scott. Now, first of all, the entire event was so powerful and impactful that if he didn’t get to attend it, I highly recommend you do whatever it takes to attend it next year. It’s that worth it, but the story I wanna share is actually not something that took place at the summit itself, but instead something that took place at the Airbnb where many of us stayed. It was powerful because we got to get to know each other on a more personal level and spend some quality time together. And ironically, the story that I’m going to share is a tip that I gleaned while playing a game of poker with top-selling professionals.
See, as the game started, an interesting thing happened. One of the players was reluctant to play because of his personal beliefs, he couldn’t bet money for the game. And that was okay with most of the players. One of the players though was concerned that if he didn’t have skin in the game if he didn’t have money on the line, that he’d play the game differently and it would actually impact the outcome. So after we resolved that issue, we decided that if that particular player who won didn’t receive any money, then that was fine. Everyone agreed to play. So as we started to play the game, the roles and the outcomes of the individual players started to play out. So the particular player who was concerned about whether or not having skin in the game would impact the outcome was one of the first losers. You know, he was playing smart poker, you know, strategically, but ended up behaving outside of the fundamentals because he needed to win. He had to win that game. So after he was eliminated, the next player out was a player that didn’t necessarily become incentivized by the potential prize and wasn’t fearful of what he had to lose. So that person started doing different tactics and becoming impatient and eventually lost and was out of the game a couple of minutes later or hours. Honestly, it was down to two players left on the table. One of the players, a skilled poker player who in fact had won a game the night before and the other player was the player who didn’t bet to play the game. Now this two win at it for probably an hour head to head. Now one of the players, the one that actually had the expert, if you will, he wanted to win the game, didn’t need the game, didn’t need to win it, but wanted to and eventually as the game wore on, the other player who didn’t bet, who was just so excited to be playing the game was more patient and more fundamental.
In the end, the experienced player went all in, in a bold move to try to win and turn the outcome in his favor and lo and behold lost and that one player that didn’t bet a thing won the game. Now the tip that came out of this for me was just like being a top producing sales professional or any sales professional. When you need a sale and you’re only focused on the clothes, or even if you want to and you’ve done it before and you’ve seen that outcome, you can oftentimes stray away from your fundamentals because you’re so focused on getting the outcome that you need or want. But if like our poker player, you’re focused on the love of the game and you’re genuinely interested in playing the game and improving and then showing everyone else at the table that you can do it just as good if not better than anyone else. That’s where not only you win as a sales professional but your customers win as well.
Scott Ingram: Now if you want more from Jack I’ve got two pretty killer options for you, but the fuse on what I’m going to suggest is pretty short and you’re going to need to act by October 31st. Jack is contributing to the next volume of the Sales Success Stories book, which we’ll publish in Q2 next year. Plus the edited video of his presentation, which I think we might actually have to censor the end of, will be available in the next week. If you contribute to the campaign that we’re running through next Thursday, you can get your hands on both of those goodies. Just click over to top1.fm/2020 or you’ll find that same link at DailySales.Tips/280.
Thanks for listening and come on back tomorrow for another killer tip and insight from the Summit.