Let’s be perfectly clear. I have never played football and I am not a ‘groupie’ that is glued to the TV set each week watching my favorite team. However, I am an admirer of elite athletes because they demonstrate the mindset, actions and behaviors needed to be an elite salesperson. They also possess emotional intelligence skills. Yes, these macho guys do have soft skills that help them win ball games.
So if you want to get better at sales, turn on the television, observe and incorporate the NFL players’ best practices into your day-to-day sales. Here are my top three favorites.
#1: They have the mental game mastered. Every week, these elite athletes that have been playing football for years show up to practice in order to execute under pressure. ข่าวบอล Think about the quarterback who is getting ready to throw the ball. He has huge linebackers charging him, hoping to get a ‘sack.’ The seasoned quarterback manages his emotions. He doesn’t get flustered and throws a perfect pass to a wide receiver that is also under pressure because he is also being chased by another big guy.
Emotion management is important in sales because it helps you execute hard selling skills under high pressured sales situations. (Have any of you ever left a meeting wondering why you didn’t say this or this?)
A salesperson may not be getting charged by a 300 pound linebacker, (although some sales calls can feel that way) but he is getting challenged by prospects to ‘give me your best price’ or answer, ‘what makes your company different?’
Top sales professional have the ability to manage emotions during tough selling situations. Like top athletes, they practice more than they play. They don’t just practice when they are in front of prospects!
As a result, they don’t get thrown ‘off their game’ by tough questions because they have an appropriate response. “Mr. Prospect, we will definitely get to price, but I am not sure I have been able to ask enough questions around your challenges to determine if my company has the appropriate solutions. So it’s hard for me to quote a price.”
How would you rate your emotion management? How often are you practicing? Both skills are essential to executing hard selling skills.
#2: They like what they do. It always cracks me up to see a bunch of big, adult men hugging each other, dancing on the field or giving a high five after a good play or touchdown. These athletes love the game of football. And because they love the game, they are willing to put in the work of grueling practices. They take time to study game films in order to learn and correct mistakes.
In the emotional intelligence world, this is referred to as self actualization. People that are self actualized are always on a journey of personal and professional improvement.
Research shows that top salespeople possess this same trait. They are lifelong learners and lifelong sales producers.
How many of you love your job? How many of you love the profession of sales? The sad news is that many people default to the profession of sales rather than choose sales as a profession. You can spot ‘default individuals’ quickly. They never:
- Read or listen to a sales book in order to improve their skills. They are still pitching features, advantages and benefits.
- Ask for coaching or advice. They don’t ask for feedback because they aren’t looking to improve.
- Prepare. These individuals have decided to be average so they invest little or no time in pre-call planning. They show up to sales meetings without customized value propositions or carefully prepared questions. ‘Winging-it’ is their sales approach.