Sales as a Dance: Change the Way You Have Sales Conversations

When you think of a ‘sales score,’ what comes to mind?

I recently asked my team this question, and they went right to the dictionary and said:

Score (noun): a number that expresses accomplishment (as in a game or test) or excellence (as in quality) either absolutely in points gained or by comparison to a standard

So, they said, a sales score is some type of system you keep where you mark the number of sales you’ve made, or the quality/effectiveness of the sale.

I can see how they thought that, and I can see how other people would think that, but when I talk about a sales score – that’s not what I mean.

Before I was a math teacher, I was a dancer. So my introduction to the concept of a score was through dance improvisation. Score in dance terms is used to describe a set-up or structure that defines certain things about the piece that is going to be improvised, in advance. The concept of a score shows up in a lot of contexts, and is also known by these words: guideline, a plan, a question, inspiration, (state of) play, structure, framework, a set of tools, game, substructure.

A script, as opposed to a score, is used to describe things that are traditionally fixed (like sheet music or a written theater play), defining not only what is going to happen from moment to moment, but even fixing the reading/interpretation of the text.

Sales by its very nature is improvisational – you simply cannot script a conversation with another person. At the same time, a masterful sales conversation does have structure – hence the use of the term “sales score.”

Sales requires a heightened sense of patience, self motivation, confidence, risk taking, and willingness to fail, as well as the willingness to succeed. You cannot know all the facts beforehand, and must ask a lot of questions. You must trust your intuition and be willing to speak the truth in the moment – which requires that your inner critic settle down so that you can relax. Stay open. Search for the deeper meaning. Pay close attention.

What happens inside a sales conversation – the choices, the yeses, the nos, the hesitations, the big reveals, the truths and the lies – they are our fascination and what we fall in love with as salespeople.

“A score is a plan. A score is a preparation. A score is a map, a topography, a terrain. A score is something to explore.” – Sarah Maxfield, MAD Museum

What if sales was something to explore? Something to play with? Next time you’re in a sales conversation, create your own score. What does that look like? How does it feel? How will you ease through these conversations? What stops you?

Do you want additional support with your sales conversations? My course, 7 Core Masteries for a 7 Figure Business, is designed to take you deeper into the mindset of sales. I built my first business from startup to 7 figures in 24 months on the exact strategies I will share with you during this course. You cannot have a profitable business without mastering sales AND implementing a scalable system around sales mastery. Join us.

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