Raking Leaves Before It Rains: A Lesson in Sales Strategy
In many parts of the country, fall brings a colorful array of leaves—yet also the challenge of managing them. The task of raking can be overwhelming, but there’s a simple truth: it’s far easier to rake dry leaves than wet ones. Wet leaves clump together, are heavier, and tend to stick to surfaces, making the job much harder. This concept can be applied to the world of sales in a surprising way.
In sales, just like raking, timing is everything. When you act early—when things are “dry” and clear—you have the advantage. Much like how dry leaves are light and easy to move, a well-timed approach can make it easier to close a deal, reach new customers, or push through objections. Waiting until the “rain” (or challenges) set in can complicate the process, leaving you with a heavier, messier situation that requires more effort and resources to resolve.
Just as raking in dry conditions can save time and energy, in sales, preparing early, addressing issues before they escalate, and capitalizing on opportunities at the right moment can lead to smoother, more successful outcomes. So, when you’re planning your next move in sales, remember—rake those leaves before it rains!
Jancast # 179 Thursday, November 7th, 2024
The Show, Show!
In this Jancast episode, we talk about the coming ISSA show in Las Vegas (booth # 3853). We discuss Bullen’s introduction of some new groundbreaking products that connect with the subjects of some of our previous shows: Healthy buildings, healthy people—this is the vision.