Solitaire game of Sales…….

Let me first say that I do not play any computer game; in fact I should say that I really do not like playing any computer game; as I am one of those typical guys who think that the computer games are mere waste of time. However, in my recent travel, one evening, when I did not have anything to do except whiling away time in the hotel lobby, I picked up the game ‘Solitaire’, the card game on my iPhone and I started playing.

While playing, I observed a few things in the game, the kind of rules of the game that draw quite a parallel to our daily life in Sales. In the game of ‘Solitaire’ it is all about opening the hidden cards; more cards are open, more is the chance of winning. And one can not just open the cards, as there is a sequence of numbers and a pattern of colors - red and black; that needs to be followed to complete the stack of cards.

In sales too, there is a process and structured way of working – discipline of sales life. One needs to move through the steps of conversion; from suspects to leads, leads to prospects and prospects to customers. One needs to go through the maze of objections and qualifications before the closure happens and there is no short cut or easy way. The one, who understands the buying process and goes through it in a sequence of patient steps, is the winner at the end. And the most important rule is that Sales is Numbers- target and achievement. The best chance of meeting the target is by opening more opportunities. More suspects, leads and prospects are opened, better is the conversion ratio and more is the chance for closures and success in selling.

So, here is the tip to my friends in Sales- enjoy the Solitaire game of Sales!