“Immortal question a tourist ask a New York City cab driver, ‘How do you get to Carnegie Hall?’ PRACTICE.”
Jeffrey Gitomer Sales Bible
Excert from Chapter 4 for Sales Success Start at the Top – Coach Manny Nowak 2018
In all you do in life, sports and business, it really
comes down to doing the basics.
When you are having a problem in sports – the coach always
tells you to go back and work on the basics.
Practice the basics and see what happens.
How come in sales, we always think we are way past that?
Let me ask you how much you practiced your selling skills last week?
Sales people often get offended when I mention practice.
Practice – are you kidding me? – I’ve been doing this for
20 years.
Practice – do I look like a trainee?
Practice – me, what for, I’m already great.
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Amazing how professional athletes practice much more than they play.
In football they play for 1 hour a week or less.
In basketball, they might play for 2 hours a week at most.
Do you know how much time professional football and basketball
players spend practicing?
Do you know how much time they spend on the basics.
Do you think that the two teams going to the Superbowl are not
going to be practicing the entire two weeks before the game?
So, what about you? When was the last time you practiced your
selling skills?
Start today and take ½ hour every day, in the car, on the treadmill,
laying in bed, and practice your selling skills.
You will be amazed at what happens and how much better you get.
You want to win the super bowl of sales or keep missing the playoffs?
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Some simple things to work on:
1. Record yourself and then play it back.
Do you really sound as good as you think?
Or have you gotten weak?
How is your voice doing?
How clear are you speaking?
It sounds a whole lot different hearing yourself on a recorder.
2. How well do you know your products?
When was the last time you changed up your presentation?
Are you starting to sound like an old record?
Add something new, change things around, practice and make it smooth.
3. How well do you know your competitors’ products?
When was the last time you studied their stuff?
Practice answering a question a client might ask.
4. How is your listening?
Take time and listen to some educational stuff or to other people talking.
Did you really get what they were saying?
Take time and listen to your spouse.
Take time and listen to your children.
Practice understanding what was really said.
5. Work with a partner.
Let someone else who is honest tell you how you’re doing.
Let them play the buyer.
Would they buy from you?
Where do you need improvement?
These are just a few things you can practice.
Remember to be great in sports, music and most other things in life you need to practice – now apply that to selling.
I know you think you are that good. And, as I always say – it is
critical to be positive and have that great attitude.
But, just like in sports and entertainment – to stay on top. you have
to practice.
You want to stay on top in selling, then you better start practicing every day.
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