Berman Sales Institute |Helen Berman | Success Sales Management, Vegas Style

SUCCESS SALES MANAGEMENT, VEGAS STYLE

Next time your sales team needs a motivational boost, try this: Sit them down to a poker game.

Well, metaphorically, at least. The fact is, there are a whole lot of sales strategies on display at your average game. I know because that’s how I grew up: My father–one of the best salespeople I know–hosted a game practically every week. Below are his expert strategies that worked beautifully both at the table and on the sales call.

Keep your poker face.

Of course, inscrutability is a great asset in poker–but it works in sales, too. Sure, it’s important to be friendly and congenial–salespeople are often extroverts, after all. But betraying feelings of eagerness, disappointment or superiority is a no-no. In addition, when you don’t project what you’re thinking or how you’re feeling, you allow prospects and clients to project their own thoughts and feelings. That gives you and your salespeople a natural advantage in sales and negotiation.

Watch for tells.

Poker players spend years learning all the subtleties of body language–from eye flickers to wrist-rubbing–to figure out who’s holding a big hand or a bluff. Fortunately, “reading” sales prospects is much easier.

Any client who’s checking her watch or scanning texts clearly has lost interest. Prospects who lean in or ask questions are ready to hear more. Make sure your salespeople aren’t so wrapped up in their pitch that they’re not attending to sales cues. Smart salespeople understand what’s not being said as much as what is.

Stay on top of wins and losses.

As a CPA, my father kept careful records of the dates and results of each gambling activity. By studying patterns of winning and losing, he could then adjust his playing going forward.

It’s a great sales-management technique as well. When you see all your sales team’s numbers in black and white–not just the dollars–you can then make better decisions. You know who’s putting too much effort into too little of a payoff, or who’s spending too much time going for small and easy “wins” while neglecting bigger, riskier prospects.

The Gambling Journal

Make decisions from your head, not your heart.

Make no mistake: We are were Dodger fans. But if the Astros were heavily favored, that’s where Dad’s bet would go. Or he might play the spoilsport at a Vegas craps game, and bet “don’t” in order to side with the house. Clearly, my father wasn’t interested in making friends: He was interested in making money!

As in gambling, sales and negotiation are best played with the head, not the heart. If you’re in sales, you’re in the people business, and unlikeable people don’t sell. But bear in mind that your salespeople don’t have to cut special deals because they like someone personally, or because they received great concert tickets. Game recognize game: Smart clients recognize smart salespeople. When your salespeople make good business decisions–instead of good friends–they get better results.

PLAYING THE NUMBERS

I’m no gambler, but watching successful gambling definitely made an impact on my sales strategies. It taught me to do my homework, create my strategy and leave my emotions at the door. Now as a sales trainer and executive, my clients are learning that, too. Thanks, Dad!

And, as a final lesson…

Thanks for reading.

Now it’s your turn. What do you look for in body language?
Please comment…

Help your friends, and share SALES TIPS FROM THE POKER TABLE…

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Best of selling,

Helen Berman

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