The best offence is never a strong defence
We have often heard the saying “The best offence is a strong defence”.
This mindset may prove itself in some sports such as football and hockey. However, in the sales game, offence is rarely trumped by defence.
An offence based attitude is what separates the professionals from the amateurs in selling.
From my experience the sales professional and the team that they are a part of must be in a state of mind where they are driving forward. What does this mean? This means there is focus, discipline, commitment. There is an emphasis placed on deadlines.
Without this offence based mindset the opposite will take over. What is the opposite? Doubt, procrastination, uncertainty, reaction and indecision. A defensive mindset will ultimately spell the demise of a promising sales career.
Does an offence based approach to selling mean that you are pushing the customer towards a decision that they are not ready to make?
Not at all.
An offence mindset is an attitude that tells the world that you are serious about what you are doing and you are in it for the long haul. A client or prospective client is far better served by a sales professional with an offence first mindset.
What is your experience with selling? Is there a spot for a defence mindset?