So you think practicing your sales skills is a waste of time? Interesting, since most star sales people practice all the time. Like people in other walks of life, champion sales people consider practice essential.
Practice Makes Successful Sales People
As soon as the first game of his comeback had ended, the basketball super star Michael Jordan said, “I need more practice.” Basketball’s greatest player, perhaps in history, and his first thought is about practice.
Once, after holing a 50-yard pitch shot, golfing star Jack Nicklaus said, tongue in cheek, “It’s interesting…the more I practice, the luckier I get!”
It’s amazing! The world’s greatest athletes seem preoccupied with practice.
Top Performing Sales People Practice All the Time
Star sales people practice their craft just like professional athletes do. They do not leave anything to chance. They rehearse, they study, they read, they role-play…they practice. Continue to practice your craft so that when you go out in the field you are ready to play your best!
Think about these questions:
- What do you do to prepare for your meetings with prospects?
- How much research did you do before you went to see your last prospect?
- Have you found that you are more successful in your bid for new business if you role-play the meeting with a team member before you meet with a prospect?
- What was the last book you read to improve your sales ability?
Each chapter in Secrets of the Softer Side of Selling ends with exercises to boost your sales performance. Star performing sales people practice all the time. Do the hard work to make selling look easy. For even more sales help, join our FREE Sales Club! “See” you next week.
Don Crawford & Lois Carter Crawford
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