Professional golfers often take risks – but the risks are educated risks based on the golfer’s intimate understanding of their own strengths and weaknesses. Rarely will you see a top golfer take a shot that doesn’t lie within their ability. Professional salespeople can benefit from taking similar calculated risks, but only if they understand their… Read more »
Every sales call offers three possible outcomes: A sale or a clear next step toward a sale, A lost sale, A lesson learned. Many salespeople overlook the third outcome. Focused on winning or losing, they see only the first two – and miss an extraordinary opportunity. Learning from each sale is essential for the growth… Read more »
Without the right clubs, a game of golf is impossible to play well. To hit the shot you want, you need the right equipment in your golf bag. The same is true for sales. With the right equipment in your “bag,” you can effectively address any obstacles a sales prospect places in your path. Three… Read more »
Repetition and discipline are the core of a great golf game. The repetition of solid fundamentals in a golf swing and the discipline to stay focused and own that swing leads to consistent success, and allows a golfer to focus on other adjustments to advance their game. Golf swings are all about mechanics and the… Read more »
Some golfers dislike practicing. They just want to hit the links and get on with the game they love. However, golfers who want to improve must spend time practicing their fundamentals. Tiger Woods was blessed with natural ability, but at his peak, he would begin practice days at 6:00 a.m. and wouldn’t pack it in… Read more »
A unique and engaging sales workshop Well it’s that time of the year again, when we shed the winter attire, come out of hibernation and our thoughts turn to chasing that little white ball around… Each require discipline, practice and versatility as each shot, each sales engagment challenges us. Over the years I have… Read more »