With a reduced quota for opilio crab and the potential for massive expenses needed hunt down the elusive catch, one crab boat captain decided to fish in new waters during the latest episode of the hit TV shot Deadliest Catch.
After hearing reports of low opilio numbers in the usual fishing spots close to Dutch Harbor, Alaska, Jonathan Hillstrand, captain of the Time Bandit, headed out to deeper waters near the U.S.-Russia border in search of big numbers and quick fishing.
The gamble proved to be a good one, if you can call it a gamble. Hillstrand had good intel that there were plenty of opilios farther out in the Bering Sea. The decision to fish in what he called “no man’s land” paid off in the form of full crab pots and consistent high numbers.
As I watched Hillstrand’s strategy turn into dollars, it reminded me of sellers and how the best are always willing to go after new clients or different industries. Sure, they always remember what’s been good to them in the past, but they’re smart enough to realize when it’s time to move on and explore other avenues of revenue.
Much like Hillstrand, successful sellers make sure this type of endeavor is a calculated risk. They do this by understanding the market, the challenges facing specific industries or clients and the solutions and services they sell.
They probably have an ace in the hole: a proven methodology that puts the customer at the center of everything they do and delivers significant results.
A methodology arms sellers with the necessary framework and skills that leads to success at every point during the sales cycle. It allows sellers to manage relationships and opportunities that arise during each encounter with the customer. It gives them the ability to recognize when the needs of the customer shift and to know what skills are needed to handle change.
The lesson here is simple: Don’t just fish in new waters for the sake of it and hope you land on big numbers. Surround your selling with a framework that works and learn the skills you need to put your customers first. Before long, you’ll land keepers all day long.