I read this great blog post and realized how great a metaphor for sales this is.

As we were fishing on the Kobuk River, our guide and fishing mentor would constantly remind us to “set your hook”. His soft and gentle tones at the beginning would grow to a louder reminder as a few would get away. And by the afternoon of the first day and all the second day, with each lost opportunity, you could count on a robust shout of “SET YOUR HOOK!!!!!”

Many times I see someone starting the sales process then forgetting to follow up. Worse yet they’ll have a lead that is interested in buying and they’ll never ask for the close. This is a cardinal sin of sales – you should always be asking for the sale. Until you have the deal done – contract signed, payment in hand, etc – then you need to be asking for it.

Like Stan says, you have to set the hook, don’t let the big fish nibble then run away because you didn’t do your job. Once you have the hook set, reel that fish in, don’t give it a chance to break the line or shake the hook. Keep the client in contact with you closely to get everything you need. There are plenty of things to snag and cut your line if you drag out the close. Your competition can call them and sweeten the deal, They can get buyers remorse or cold feet, Their business world can change, etc.

Set your hook and reel them in quickly. Then have fish for dinner.

More from Conrey

• The Most Interesting Man in the World
• Let the Customer Decide
• Selling Past the Close
• Be the Underdog
• Opportunity

Conrey Recommends

• Selling Fundamentals — The Relationship (The Sales Cooke)
• The Source of the Problems (Voices of Arizona)
• The Prospecting Strategy (The Sales Cooke)