The Sales Olympics

Hooked on the Olympics? So are we — because there’s nothing more inspiring than people who are totally dedicated to what they do. Olympic athletes push themselves beyond the limit, and the results are breathtaking.

Just like an athlete, you are engaged in a global competition. To capture the gold in today’s economy, you need to devote Olympic-level attention to your professional development.

How do you rank in the following events?

• Assiduous Preparation: Yes, preparation means doing your homework. But it also means constantly honing your skills to meet new and bigger challenges. How prepared are you?

• Discipline: Just like athletes, salespeople must build muscles so that they’re primed when opportunity knocks. How often do you get a “sales skills” workout?

• Competitive Excellence: The economic space is tight, and you must position yourself to rise above your competitors. Who’s helping you rise above the pack?

• Peak Performance: The Olympics occur once every four years, but for salespeople, it’s almost always show time. Can you perform on every call—today?

• Grace in Defeat: Just like the athlete who studies his loss to refine his technique, you must take a “no” as an opportunity to re-educate your customer and refine your offerings. Can you turn a “no” into a “no problem”?

• Speed: It can be as small as .01 of a second—and it’s the difference between winning and losing. In sales, speed counts, especially when getting your message across. How fast is your messaging?

• Global Fraternization: In this globalized economy, learning to connect with people from different cultures is critical to developing trust and building rapport. Can you align well across cultures?

• Teamwork and Partnerships: Whether you call it “forging strategic alliances” or “partnering,” teaming up in your selling efforts will give you greater mileage and earn more value. Have you created some strategic alliances?

• Keep Performing: Customer loyalty is anything but a given. You must continue to provide quality offerings and distinguish yourself from the competition. Do you ever stop competing?

• Buyers are Judges: Judges are human—low-risk, moody, influenced by others. And so are buyers. You must get to know your prospects–particularly their “hot buttons.” How well do you understand buyer behavior?

• The Thrill of Victory: There’s nothing quite like the medal ceremony—or the “yes” on the end of the line. When you close an important deal, you know you’re a world-class competitor.

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