Promo pros and poker pros share some similarities. They both know how to read cues and make high-stakes decisions. They know when to press for the win and when to walk away. They also manage their time and energy, making sure they never risk too much on any single play. Just like in poker, success in sales isn’t about luck but rather preparation and skill.
A post from The Quota points out that elite poker players and sales professionals are a lot alike. Have you ever thought about how much poker strategy could apply to your sales game? In this issue of PromoPro Daily, we highlight The Quota’s insights on what the card table can teach the sales floor.
Reading the table: spotting tells vs. buying signals. The Quota post says that in poker, a tell might be slight hesitation before betting or touching the face to signal a bluff. In sales, you should notice a prospect’s body language. For example, are they learning forward? They’re engaged in what you’re saying. Do they look away and say they need to think about it? They’ll probably not interested.
Bankroll management: your pipeline is your poker chips. Elite poker players never risk more than they can afford to lose. It should be the same in sales, only your chips are your time, energy and resources. The Quota post says that smart sales reps don’t go all-in on a single prospect, no matter how promising it looks. Instead, they maintain a diversified pipeline because even deals that seem locked up can disappear instantly.
Emotional regulation: when good salespeople go on tilt. It’s not good when a poker player goes on tilt. It means they’re making increasingly desperate plays to try and recoup their losses. The Quota post says salespeople may sometimes make desperate cold calls or agree to unfavorable terms just to get something closed. Don’t do this. Instead, when you lose a deal, the post recommends analyzing what went wrong, learning from it and moving on.
Position awareness: knowing when you have leverage. Just as position matters in poker, it matters in sales. For example, are you the one calling prospects or are they calling you? Are you interrupting someone or are they actively reaching out? The Quota post says most sales reps don’t recognize when they’re in a weak position and try to play the same aggressive game regardless. It’s like trying to bluff from an early position with an awful hand, and it hardly ever works.
Pot odds thinking: should you chase this deal? Every poker decision comes down to pot odds, the post says. Is the potential reward worth the risk based on the probability of success? Salespeople should think the same way. For example, could you realistically close the deal? How much time and resources will it take? The Quota post says that a $100,000 opportunity sounds exciting, but if it takes 6 months of effort and has a 10% chance of closing, your time might be better spent on smaller, higher-probability deals.
There’s more overlap in sales and poker than you might think. With prospects or cards, a winning strategy requires reading the situation, managing resources wisely, playing smart and folding when the odds aren’t in your favor.
Compiled by Audrey Sellers
Source: A story from The Quota, a digital media company that offers weekly newsletters for salespeople and sales leaders.
