The Serve & Volley of selling

In tennis, the simplest point, and if you do it well  the most effective, is the serve and volley.

Put in a good serve, and follow up with a volley that puts the point away.

Same in selling.

The serve: Ask a simple question to which there is only one answer,

The volley: Follow up with a related question that closes the sale, or moves it to the decision point by a decision-maker.

“Do you believe that a machine that processes this task faster would help with the backlog?”

“Would the XYZ machine, with double the capacity of your current at a comparable cost be of any interest?”

Serve….. Volley….. Sale.


About strategyaudit

StrategyAudit is a boutique strategy and marketing consultancy concentrating on the challenges of the medium sized manufacturing businesses that make up the backbone of our economy. The particular focus is on their strategic and marketing development. as well as the business and operational efficiency improvements necessary for day to day commercial survival. We not only give advice, we go down "into the weeds" to ensure and enable implementation.
This entry was posted in Sales and tagged . Bookmark the permalink.

Leave a Reply

Fill in your details below or click an icon to log in: Logo

You are commenting using your account. Log Out /  Change )

Google photo

You are commenting using your Google account. Log Out /  Change )

Twitter picture

You are commenting using your Twitter account. Log Out /  Change )

Facebook photo

You are commenting using your Facebook account. Log Out /  Change )

Connecting to %s