Home field advantage is critical to a sports team’s success.  Teams in all sports play all season to get to the playoffs with the hopes of having home field advantage.  They know that home field is a distinct advantage over their opponent.

In close games with equally matched opponents it is sometimes the only advantage that they have and may be the ultimate difference in the outcome of the game. 

Take this theory and applying it to our sales profession it is critical to your success that you take your sales opponent out of their comfort zone and onto your field of play.

Many of our competitors have come to realize that point of sale software is seen as a commodity by many restaurant and bar owners.  Table service point of sale software opens guest checks, prints in the kitchen and bar, splits checks and even takes credit cards.  In many cases the salesperson will even go along with this philosophy and make the statement that the software is a commodity and what makes their better is the price.

Not only is this poor salesmanship this is a recipe for failure long-term as the cheapest never stays in business.  They simply cannot afford to.

Nevertheless, in the short-term the price salesperson who is selling software as a commodity can pose an irritation if not addressed properly.  What we have to do is gain the home field advantage.

Here are some steps to gaining the home field advantage.