With the NCAA men’s basketball tournament being played the past few days, a term that was mentioned often was “buzzer-beater.” This is a shot – that counts before time expires – that ties the game to send it into overtime or wins the game in dramatic last moment fashion without allowing the other team any chance at a response.
You can call it luck. You can also call it being in the right place at the right time and knowing what to so in that position to take maximum advantage of it.
In sales, we have many opportunities for “buzzer-beater” responses if we are prepared for them. It might be a response to an objection that seemed to come out at the right time because we were prepared for it or a final closing question that worked just as the customers were getting ready to walk away.
It’s great when it doesn’t have to come down to the buzzer, but it’s better still when we are prepared to make that last second shot with confidence – and have it count with a sale.
* For more information about my consulting and coaching services visit my website stevehoffacker.com.
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