March Madness is a well-known term in sports, signifying the NCAA college basketball tournament — a thrilling, single-elimination, winner-take-all event. Beyond the basketball courts, March also brings the excitement of Major League Baseball’s spring training and Opening Day, as well as the promise of warmer days ahead.
However, “March Madness” can also describe erratic behavior that might arise as the year progresses. As you evaluate your business development strategies, have you considered what — if anything — might be holding you back? Are there less-than-productive habits preventing you from closing more business and making larger deposits into your bank account?
Consider these rules for success:
1. Never stop prospecting
Prospecting is an ongoing process. It may not be enjoyable, and many will avoid it, but it’s a critical element of success. Continuously build a pool of potential leads, casting a wide net to attract a variety of clients and customers. Once you’ve gathered your “catches,” sift through and focus on those who are a good fit. Hoping prospects will come to you on their own is a risky strategy. Keep prospecting to ensure you’re working with fresh leads.
2. Avoid over-educating prospects
Sharing your industry knowledge with prospects can seem like a good strategy, but it may backfire if you don’t assess their understanding and willingness to do business with you. Overloading them with jargon, buzzwords or industry specifics can confuse, or alienate, them. Instead, ask questions to uncover their needs and concerns. Focus on finding a mutual solution rather than overwhelming them with expertise.
3. Not all proposals will close
A proposal may seem promising when a prospect expresses interest or asks for more time to think, but this doesn’t always mean a sale is imminent. Many prospects avoid saying “no,” outright, to maintain access to “unpaid consulting,” leaving you to wonder if the deal will ever close. Embrace rejection as a learning experience. Understanding a prospect’s true intentions — and accepting a “no,” when it comes — is part of professional growth. Learn why a prospect didn’t convert to help refine your approach for future opportunities.
4. Don’t assume full transparency from prospects
Trusting that prospects are truthful is natural, but they may not always share all relevant information. Someone claiming to be the decision-maker may still need approval from others or have a longer decision timeline than they admit. Avoid being misled by asking follow-up questions to verify their claims. Remember, as Dr. Gregory House said, “Everybody lies.”
5. Keep evolving as a sales professional
Complacency is a dangerous trap. If you think you’ve “arrived” and can rely on past successes, you risk stagnation. Sales are ever-evolving. The moment you stop learning and improving, you risk being surpassed by competitors. Push yourself to grow and remember the words of Satchel Paige: “Don’t look back. Somebody might be gaining on you.”
As March rolls on, enjoy the excitement of the basketball tournament, but use this time as a reminder to avoid pitfalls that could hinder your sales career. Stay focused, proactive and committed to growth to achieve the success you deserve.
Jim Marshall is the founder of Sandler Training of Tampa Bay, which provides sales and management training and coaching to high-achieving companies and individuals.
Contact him at 813.287.1500 or jmarshall@sandler.com.
