Don't be afraid to take risks when selling

By Bruce King | 17 October 2022

Salespeople are usually more likely to take risks than people in most other professions, but I still find many are risk averse.

Salespeople are usually more likely to take risks than people in most other professions, but I still find many are risk averse.

This is an example of what I mean: Salespeople often avoid taking risks with prospects. They're scared of spoiling the opportunity. But the most successful salespeople are good at closing the sale precisely because they're OK with taking risks with prospects.

When a prospect seems uninterested, most salespeople just carry on with their presentation, even when the prospect seems even more bored but hasn't yet told them 'NO'. As a result, they often waste a great deal of time and energy.

But top salespeople are willing to take a risk and say, “You know what? I get the feeling that maybe this is of no interest to you. Is that the situation here?”

One of two things will happen. The prospect will agree and either party will terminate the meeting. BUT…

More often than not it will make the prospect sit up and take notice, and maybe even panic a little because they were interested in buying and think the salesperson may leave.

So, don't be afraid to take risks when selling. They usually work out OK, and if they don't - so what. There's plenty more prospects out there to sell to.

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