Sunday, January 29, 2012

Sales and Golf - Success Starts With Preparation

This is a follow up to my post last year titled Why Sales People Love Golf that I posted on my blog You Don't Have to Read This.


I believe there are many similarities between the craft of selling and the game of golf, more than can be detailed in this one post. The best place to start the comparison is with preparation.


Before I step up to the first tee I like to stop by the course driving range and hit a few balls. It allows me to limber up a bit, to loosen the “golf” muscles so to speak. It also helps get me in the right frame of mind, to focus on the golf and not the 10,000 other things I have going on at any moment in time.


After hitting 20 or so shots with various clubs I like to visit the practice green to get a sense of the speed of the greens and complete my preparation process. Before each practice shot I go through my pre-shot routine, just as I will during the round ahead.


I do all this to hopefully eliminate a 50 yard slice off the first tee.


So what does this have to do with sales?


How many times have you made cold calls and stumbled through the first few only to hit your stride after five or so? What if you could have had your A game on the first call? Preparation will help with this.


Rehearse what you will say a few times before you make those first few calls, role play with a colleague or your manager. Everyone can have a different pre-call routine and a different way to warm up before the first call.

Have a pre-call routine that you follow before every call. This will help you start with purpose and focus, and keep you on track if you encounter any challenges.
Do you have a pre-call routine? What do you do before your first cold call to focus and get in the game? I’d love to hear how you plan for your success!

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