Sunday morning, early, Leroy knocks on Bo’s front door. The two are planning a day in the woods – hunting.
Bo appears, fully kitted out in camouflage gear but wearing running shoes instead of boots.
Leroy laughs. “What are you thinking of boy? You can’t hunt in running shoes.”
“Well” replies Bo “I figure we might come across a mean old bear. If that happens I want to be able to run fast”.
Leroy laughs even louder. “Don’t be stupid boy. Even in running shoes you can’t out-run a bear”!
Bo smiles, knowingly. “But Leroy – I don’t need to out-run the bear.”
“I just need to out-run you”.
And the point of the story is:
In selling I don’t need to be the prospect’s brother in law to get an edge. I just need to have more of a relationship than my competitors.
The edge I get from that relationship will increase my chances of winning the business. It will also give me an early “heads up” if I’m not going to win it, so I can move on and use my selling time more productively on the next deal.
While my competitors concentrate on call numbers, I’ll build those relationships.
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