5 Reasons fishing makes you better at selling.

During my summer break I spent time reflecting on what I can do to be a better Husband, Dad and Sales Professional. I decided to take up fishing.  I've been feeling the need to disconnect from the regular routine, and I enjoy the outdoors, so fishing seemed to be a good candidate.  I am quickly learning the difficulties with fishing and its really helped me understand my need to be more patient.  


There are many factors that make a good sales person and there is a fascinating debate about what are the better characteristics to have:  The Hunter philosophy or The Farmer philosophy. 

The debate centers around two core characteristics of most sales professionals, persistence and empathy. There isn't a right or wrong answer to the debate as there are many factors that need consideration and either trait can be developed to create a winning strategy.  There is a certain amount of wisdom that is required to go from being a good sales professional to being a trusted advisor, consultant and a partner.

There are many ways to draw analogies to the world of selling, but fishing is  helping me with my quest to be a better sales professional.  Here are 5 things I am applying to my sales routine:

1. Preparation:  I spend several hours the night before planning my day on the lake, prospecting maps for the best places to fish and checking water depths (I am usually fishing shallow waters for bluegill and crappie).  I make sure I have all the right tools, a variety of live bait, spinners and lures to handle any situation.  I even take several rods, each uniquely rigged.  I am scheduling prospecting time in my calendar, cold calling, social networking and follow-up are all getting specific time in my calendar.
2. Start Early:  Everyone has an equal playing field when it comes to managing time and fishing, like selling, is no different; I need to rise early and beat the competition to the water.  When the alarm goes off at 5:00 am I am eager with anticipation, wanting to get on the lake to see if my planning will pay off! 
3. Manage my expectations:  As much as it is important to plan, it is equally important to be prepared for stumbling blocks.  When I arrive a the water a mild breeze can make the difference in what bait I start with, cloud cover, wind direction and water temperature are also factors that I need to analyze.  On sales calls I have a plan going in, but I also understand how to adapt to a clients needs.
4. I don’t assume going in I know the solution:  I am expecting the fish to respond to my new “rooster tail”, but it’s still dark and those work best with a little reflection with the sunlight.  On this day my new rooster didn’t make it out of the box, it was a small rubber wax worm with a red tip (A dozen for 1.99 at walmart!!) that is killing the crappie…they can’t get enough.  In sales I must be armed with good questions and never lead with a product or solution until I have exhausted my discovery!
5. I work the entire area:  When prospecting for the best fishing spot I will make 7 or 8 attempts to cast a line to see if I get a nibble or two.  I repeat this process changing bait every so often, listening to the water to see if I hear any fish hitting the surface.  If I am not successful luring something in, I need to cut my losses and find a new spot.  Just like in sales, sometimes I just need to move on.

I enjoy my time on the water, it gives me the opportunity to reflect on what I have tried in the past, whats worked and what doesn't.  Packing down is sometimes the greatest opportunity to learn, as I will often engage others who have an ice chest full of fish.  Thankfully like most sales people, anglers love to share the success too!