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The Martial Arts Approach to Closing Sales

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The Martial Arts Approach to Closing Sales

Sales Insights Lab,

5 min read
8 take-aways
Audio & text

What's inside?

Approach sales as a martial artist, using seven steps to achieve long-term victories.

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Editorial Rating

8

getAbstract Rating

  • Overview
  • Insider's Take
  • Inspiring

Recommendation

Marc Wayshak, founder of Sales Insights Lab, gives a quick overview of seven ways martial arts provide a roadmap for closing sales. Just as an opponent’s movements provide energy you can use in martial arts, such as one of his sports, Brazilian jiu-jitsu, you can “embrace” the energy in a prospect’s objections to help you make a sale. You don’t need incredible charisma to succeed, but you do need to develop your sales skills, focusing on getting better every day. With a solid sales process, role-playing practice sessions, and training, you’ll be able to map out where you want to go, no matter what challenges your prospects kick up.

Summary

Use seven steps from martial arts training to become a better salesperson.

Sales entrepreneur and coach Mark Wayshak has trained in numerous forms of martial arts, including Brazilian jiu-jitsu. He explains how applying the principles of martial arts training can make you a better salesperson.

For example, martial artists know that their opponents will behave predictably in most situations. Similarly, when you learn what to expect from your prospects, you can make more sales. Take these seven steps to use lessons from martial arts to close more sales:

1. Learn from your prospective client’s reactions.

In martial arts, if you have a fantastic training partner, you’re going to improve. In sales, your prospect is that partner, the person who will teach you to maneuver and parry. To prepare, role-play with your colleagues. Consider what you can learn from your prospects even when you don’t close the sale.

2. Be skillful, not forceful.

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About the Speaker

Marc Wayshak, founder of the Sales Insights Lab, is a long-time student of martial arts. He has published several books on sales and leadership, including Game Plan Selling, The High-Velocity Sales Organization, and Sales Conversations, Mastered, and has contributed to Inc, Fast Company, HubSpot, Huffington Post Business, and Entrepreneur Magazine. He also hosts a YouTube channel on sales strategy.

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