The Martial Arts Approach to Closing Sales

For much of my life, I’ve been engaged in various martial arts disciplines, most recently Brazilian jiu-jitsu.

One thing that consistently strikes me is the profound connection between martial arts and sales.

There are numerous insights from martial arts that directly translate to the sales arena.

In this video, I’ll explore the martial arts approach to closing sales. Check it out:

1. Your prospect is the best training partner.

Having a great training partner can make all the difference in martial arts. Similarly, in sales, your prospect is your ultimate training partner. While it’s useful to practice with others in controlled environments, your prospect offers the most valuable training experience for closing more sales. View them as a sparring partner; someone who’s actively engaged in the sales process, maneuvering—and reacting—while you learn and adapt. Every encounter, successful or not, provides an opportunity to glean insights and close more sales, much like training with a skilled partner in martial arts.

2. Replace force with skill.

In Brazilian jiu-jitsu, beginners often rely on brute force, whereas seasoned practitioners emphasize skill over strength. Similarly, in sales, it’s essential to replace forceful tactics with refined skills for closing sales. Continuously honing your sales techniques allows you to approach interactions with finesse rather than coercion. Prospects can discern genuine skill from mere forcefulness, making them more receptive to your approach and increasing your likelihood to close more sales.

3. Let their energy lead where you want to go.

Conventional sales methods often involve exerting dominance, similar to a struggle for control. However, adept martial artists understand the power of guiding their opponent’s energy rather than resisting it. Likewise, successful sales professionals navigate conversations by aligning with the prospect’s energy and subtly steering them towards a desired outcome. Instead of resisting objections, embrace them as opportunities to redirect the conversation to close more sales.

4. Think many steps ahead.

Just as skilled martial artists anticipate their opponent’s moves, effective salespeople think several steps ahead in their interactions with prospects. By having a well-defined sales process and anticipating potential outcomes, sales professionals can maintain control of the conversation and adapt to changing circumstances. This foresight, acquired through practice and experience, distinguishes seasoned sales professionals from novices and ultimately leads to closing more sales.

5. Understand the likely outcomes.

In martial arts, practitioners anticipate a limited set of responses from their opponents based on specific stimuli. Similarly, in sales, understanding human behavior allows salespeople to predict probable reactions from prospects. This is key to closing sales. By recognizing and preparing for potential outcomes, sales professionals can navigate sales conversations more confidently, regardless of the prospect’s response.

6. Intentional training leads to long-term success.

Martial arts success hinges on deliberate and consistent training. Likewise, continuous improvement in sales requires a structured and intentional approach to learn the art of closing sales. By committing to ongoing training and refinement of techniques, sales professionals can achieve sustained success over time.

7. The best athletes often don’t become the best martial artists.

In martial arts, proficiency is not solely determined by athleticism; dedication and skill development play crucial roles. Similarly, in sales, charisma and natural talent may not necessarily translate to effective selling or closing more sales. Emphasizing skill development and adherence to a proven sales process is key to becoming a top performer in the field.

So there you have it. Now you know the martial arts approach to closing sales. Which of these concepts did you find most useful for leveraging martial arts principles to close more sales? Be sure to share your thoughts in the comments section below to join the conversation.

As always, if you found this helpful, I would be grateful if you’d please share it with someone else or many others. People can get my weekly emails and free eBook, 25 Tips to Crush Your Sales Goal by clicking here. And be sure to check out the Sales Insights Lab Accelerator.