Selling Is NOT A Numbers Game

Thu Mar 23, 2017

Liz Wendling

Improve your skills; change your results

Selling is not a numbers game. It is a performance and activity game. It is about doing the right sales salesright activities in the right way. When you focus on the right activities, then you produce results.

The numbers game mantra has been around for decades. It was started by professionals who would rather use luck and chance to close sales versus skill and technique.

Here’s how some people are currently choosing to play the miserably outdated version of the numbers game.

Monday: call or email 100 prospects, utilize an old-school approach that every prospect has heard thousands of times, use phrases that sound like you got stuck in 1972, listen to 98, “no thanks, not interested,” and schedule 2 appointments. Tuesday: repeat the same insanity.

Here’s how smart professionals are choosing to play the updated version of the numbers game.

Monday: reach out to X amount of qualified prospects, utilize an efficient approach that engages people to open up, not shut down. Focus on having a conversation, not launching into a self-serving pitch. Seek to understand issues before pushing solutions. Use thought-provoking and engaging language that sounds different from the competition. Results: You wind up with many real conversations that lead to many appointments with qualified prospects who say, “yes.” Tuesday: repeat your success.

The professionals who play the outdated version of the numbers game wind up practicing and reinforcing inefficient techniques and unproductive strategies. They continue to say, “Hi, this is Bob and we do X and specialize in Y and I wanted to see if you were interested in Z. I would love to schedule some time to talk to you about what I do.” That outdated approach is a waste of time, money and energy. It is a game you must stop playing.

The old-school, worn-out, obsolete sales techniques that were once successful have completely lost their effectiveness. Many people think that if they cast a wide enough net and try to sell to anyone in that net, they are bound to find someone. That may work in some cases, but this sort of needle in a haystack approach is not a strategy, it is just bad business.

Today’s professionals need to focus on their unique value and target clients who have the greatest impact on their business. Concentrate on a message that speaks to the prospect’s pains, problems, issues and challenges, not your product or solution. Instead of playing the numbers game, identify where to focus your efforts and update your sales language to maximize your results. When you change your approach, you change your results. The only numbers you will have to worry about will be the large numbers on your paycheck.

Your prospects are waiting to be engaged with genuine communication and a fresh approach that is different from everyone else! Do not stay a victim of the traditional methods – learn to market and sell yourself successfully and join the elite club of top producers who don’t waste their time and energy in the numbers game. They play the efficiency game.

If you are a business owner or salesperson and you still believe that selling is a numbers game, then you are saying that you lack the skills to control the outcome. When you utilize better selling skills, you will see significant sales numbers. That is not a game. That is what I call a great sales strategy.

Liz Wendling is the author of two books (and counting) — The Unstoppable Business Woman and Everyone Sells Something, a columnist for Colorado Biz Magazine, and one of the first nationally credentialed facilitators for Napoleon Hill Mastermind groups. Learn more at

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About Liz Wendling

Liz Wendling is a business consultant, sales expert and emotional intelligence coach. Liz shows you how to discover and design your own signature marketing and selling style. Her super powers are designing and customizing programs that inspire you to become more courageous and stronger in your sales, marketing and communication skills—online and offline.

View all posts by Liz Wendling