by Duane Weber
There is a fine line between an amateur and a professional. Consider amateur and professional golfers: they dress the same; use similar equipment; their form even looks the same. Yet, the professional golfer makes millions while the amateur plays for bragging rights by winning the club championship.
There is a direct correlation to the selling world. Two sales reps can dress the same, look the same and, on the surface, act the same. However, one is more successful than the other. Luck? Definitely not.
The same things that separate an amateur and professional golfer separate a good (amateur) sales rep and a great (professional) sales rep.
The devil’s in the details. While the golfers’ form may look the same, the fine points make a big difference. While these differences are not discernable, the ball goes farther with more accuracy.
The same holds true for the professional sales rep. They have systems. They do everything deliberately and in a specific order. They execute their plan, not the prospects.
Practice makes perfect. Professional golfers don’t just go out Thursday through Sunday, earn a million dollars, and take the next three days off. They practice, practice, practice.
Do you practice your craft - other than on clients? Do you sound natural or scripted? Sadly, most amateurs are winging it. Role play is uncomfortable to most but the biggest gains will come from practicing the scenarios you encounter every day. Practicing your 30-second commercial in the car might get you a strange stare on the highway but that’s better than bombing in front of a prospect.
It’s in your head. It takes the right frame of mind to make it as a pro golfer. Pro’s are mentally strong. They analyze each shot. I’m amazed at how much time they spend lining up a six foot putt. They always have their game face on and are calmly able to put their last bad shot behind them and move on.
The same is true in sales. Learn from your last lost sale, then move on. Never take a mental day off. Be focused and disciplined. Be deliberate.
At Sandler Training Trustpointe, we turn amateurs into professionals. To learn how to be great and not just good, contact Duane Weber at 317-845-0041 or dweber@sandler.com
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