Selling is a Martial Art
Selling is a martial art! Not that salespeople should be punching, kicking and throwing
prospects, although many sales pros have that fantasy. Rather selling and martial arts
both are efforts to gather, evaluate, and teach effective strategies, tactics, and techniques
for the purpose of effecting the outcome of an encounter with other people.
On the surface martial arts is just about kicking, punching or throwing an opponent. But
even a untrained brawler can do those things. A martial art is really an organized system
of strategies, techniques and tactics for the purpose of controlling the outcome of
encounters with others. A martial artist is able to predict the likely next moves of their
opponent and is prepared to counter them and even use them to his or her own advantage.
A true master defuses conflicts and creates harmony with all involved.
Isn’t that what selling should be? Just showing up with product knowledge and no real
plan for success is the sales equivilant of brawling. There is a clear advantage for sales
pros who know where they are at in the selling cycle, what is likely to happen next, and
can choose from a number of practiced moves to move things in the right direction.
Topics Covered Include:
Prospecting & Cold Calling
Time & Attitude Management