In poker games, the best hand doesn’t always win—the best player does. Great players make you believe they have a strong hand regardless of whether they actually do. They can also read their opponents and spot their weaknesses. The same strategy can work in business and sales if you play your cards right. Giving your customers and prospects the confidence that you and your company are the best will close more sales and make your business grow.
A customer’s weakness may be that they need a quick delivery, so play your strong hand by providing speedy delivery and make it the main issue in your presentation. Your objective is to win the sale, so watch and listen for other clues that will give you a strong hand. Be careful and watch for the bluff if customers say they are getting other quotes. Is the quote what they really want, or is it a stall? What’s their actual need? You want to make the prospect believe that you have the best product, the best delivery, and the best service, so they need to act now. Play your cards like a winner from the start, and you’ll win.