Instant Replay Is Good for Sales, Too


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I often go to our local Barnes and Noble. Sometimes I grab a coffee and wander over to the sales and marketing section. This section is a space grabber. With so many new sales books and new marketing guru books, some ice cream sundaes on the cover, the section bursts with brilliance.

Brilliance of cover design and hooky titles or brilliance of content that will put sales deals into signed contracts and commission money in the bank? One chapter always in common is qualification. I can hear sales trainers now screaming on cassette tapes telling me that “Questions are the Answer.”

I came up with a plan many years ago that works for me. This plan, since I like football, is called instant replay and it goes like this:

You are a company that has a need in this area. I am a vendor that sells a product addressing this need. You have invested in solutions before. Think of the best solution investment your company has made and tell me precisely what steps you and the vendor went through that lead to your success?

Simple, instant replay.


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