If you have been in the field of sales for any length of time, then you understand that selling doesn’t always take place during business hours. Often times, it takes place at a party, a convention or a sporting event. I was reminded of this a few days ago and thought it was a story worth sharing with you.

I was at a dinner party and got to talking with a salesperson who has been selling real estate for years. He specializes in land that is bought and sold for future development. Here’s what he shared with me.

He was at a high school football game on a Friday night and not actively looking to sell anything, he was there to watch his son. He got to talking to another dad and through a variety of conversations, learned that the gentleman was looking for some space to build a new office building for his growing company. The conversation began in the first quarter and continued throughout the game.

As they continued talking, it became more and more apparent that the salesperson thought he had the perfect piece of land in the perfect location. He brought it up and gave the gentleman some basics just to gauge interest and the interest was extremely high. By halftime, the two had at least agreed to look at the land together.

They met on Monday and a verbal agreement was reached that same day, and the gentleman is currently building on that piece of land. The salesperson told me it was the biggest sale he’s had in three years, and it happened at a high school football game.

Not every salesperson is going to sell a major piece of real estate on a Friday night by just talking to the person next to them, but you see the point. Sometimes just being in the right place with a willingness to listen will lead to a sale that you may never get from 9 to 5.

Sales is one of the few professions that doesn’t require an office, it requires someone who is willing to listen to the people around them and offer up solutions when it applies.

So the next time you go to a party, a wedding or a game, just remember that a sale could be waiting for you. Make sure you always have at 25 business cards with you at all times!

FINAO - Brad Huisken