What sales game are you playing?

Written by Tom Erb on February 16, 2015

Have you ever played the card game War? This is the simplest of simple games, in that the 52 card deck is dealt out evenly between two participants, and the object is merely to flip over your cards, one by one, with the winner of each hand being the one with the higher card. There is no strategy, no skill, and no advantage that one competitor has over the other (unless one of you gets a chance to stack the deck).

How about Chess? This is essentially the opposite of War. It involves strategy, intellect, patience, and skill. A more advanced player has a significant advantage over a novice, and will consistently beat their opponent. The premise that the game is built on is that your very first move, and all subsequent moves, sets you up for future ones. It’s all about positioning yourself early and often so it is easier to win later on.

With a career spanning nearly 20 years, Tom Erb has established himself as one of the staffing and recruiting industry’s top subject matter experts. As a staffing industry consultant, trainer, and speaker, Tom has helped hundreds of firms create and execute sales and recruiting strategies. Connect with Tom on Google+, Twitter or LinkedIn.

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