| Competitiveness Rocks! |
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So, how competitive are YOU? I'm sitting here in my hotel room watching my former alma mater, the Kansas Jay Hawks play Memphis. You know these guys are truly competitive. They're athletes. If you don't consider yourself particularly athletic but are in sales, there's no question it pays to have a competitive spirit. College basketball isn't for wimps and neither is sales. To win, we have to apply the same skills (we just don't have to have mega-height to achieve winning results!) Many times, salespeople, especially the high achievers that I tend to work with, wonder why practice and training is so important. Just look at these two winning teams. How much do you think they practiced for this last game of the NCAA? After the game is over tonight, do you think they'll stop training until next spring? You know the answer as well as I. So why do so many salespeople decide that they've been "trained" and are now complete? If it's arrogance get over it. If it's time, invest it. If it's preconceived notions that you've "done it all" as I recently heard from a 26-year old client, that's bunk. To stay in top mental and physical shape for closing the deals, read on for my top 5 tips for staying sharp and achieving your winning steak: 1. STRETCH. Just like the NCAA players, stretch before your calls (whether they're on the phone or in person.) You will accomplish this by mentally visualizing that the customer engagement will be a success. Clear you mind for a few seconds from what you just finished, and picture the result you desire. It may be an appointment, an agreement, an answered call, or signed contract. STRETCH your mind to see that desired outcome and you are more likely to see it occur. 2. Get a PEP TALK from your coach. The players get that from their coaches in the locker room prior to the game starting. Who is your coach? The "talk" could come from your manager, a trusted colleague, or even from YOU!. Like the coaches motivational words, the advice should inspire you to greatness in your sales performance. "You can do it!" (While you're at it, why not volunteer to be someone else's coach?) 3. Have some CHEERLEADERS on hand. Working hand-in-hand with your coach, your cheerleaders will yell and scream when you are successful at closing deals. Maybe this team is made up of your colleagues, or your family. Enjoy the energy they provide you and embrace their enthusiasm. (Those of us who speak for a living get this from our audiences.) Who are YOUR cheerleaders? Take them out to lunch or for an evening out and thank them assisting in motivating you to greatness. 4. Make your sales a CONTACT SPORT. Shake hands, make eye contact, and get up close to create a relationship with your customers. In basketball, they hug, pat, squeeze, and shove. Much of this touching is considered appropriate and necessary to stay strongly connected with other players on the court. How are you staying connected with the "players" on your team. Maybe it's a few people you present with, or take on your sales calls. Do you make sure they are connected with you? (And no, you don't have to hug and pat them. You know how HR feels about that!) 5. CELEBRATE your successes. When you have your wins and get the sale, go ahead and reward yourself with something enjoyable. A day off, a golf game, a glass of your favorite wine, a day in the park with your kids and your Blackberry locked in the trunk. Make sure whatever you do to celebrate, that you have consciously chosen to participate in it and that you don't feel guilty. On the contrary, embrace the opportunity to have a bit of fun! (c)Renee Walkup, All Rights Reserved, www.salespeak.com, 678 587-9911 |
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