How "Easy Speed" Translates to Selling
Frank Rowe
Improving productivity and results in 90 days through the 10/90 teambuilding, coaching, and training program.
There’s an expression in rowing called “easy speed.” This happens when a crew reaches a new level of speed without exerting extra effort. It often takes years of training and technical improvements to acquire “easy speed” in rowing. And when you have it, you do all you can to keep it.
It doesn’t take years of practice to gain “easy speed” when selling to your banking customers. The key is alignment--the art of matching your selling style to your Buyer’s buying style.
Matching reduces friction and ensures your Buyers are more aligned with you than other Sellers. Minor adjustments to the crew's technique or rigging can deliver big gains in boat speed. The same applies in selling.
How? Understand and align to each Buyer's goals, priorities, fears, and ways of making decisions. This may mean tweaking a presentation deck, reframing a problem into an opportunity, or chatting about the NBA playoffs or fly fishing in Alaska. It depends on your Buyer.
Aligning your Selling style to your Buyer's buying style is a skill you can master. Alignment will generate more wins more quickly. And you'll be working smarter, not harder. In other words, you'll find "easy speed."