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| How to lower your golf score and increase your sales |
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Despite the many hours od frustration,golf hooks us with magic moment of elation:a double -breaking 34 -foot putt…..the miraculous chip in for bordie.These flashes of brilliance keep us coming back.
"Golf is an endeavor that offers intermittent reinforcement,"says Dr. Richard Coop,professer of education psychology at the University of North Carolina at Chapel Hill and Golf Magazine's mental game consultant."that is ,its rewards don't come with every shot,every hole,or even every round. And psychological research has found that behaviors that are acquired on the basis of intermittent reinforcement are the behaviors most resistant to extinction.
It is intermittent reinforcement that cost us strokes on the course and sales in the marketplace.and blame intermittent reinforcement for the fact that there are relatively few "scratch" golfers or "scratch" salespeople.
The problem is fundamentals.High-handicap golfers and salespeople lack them,but occasionally perform beautifully without them.
Flukes fool high-handicappers into thinking success can be earned without instruction or practice.Pros know better.
"Week in and week out,the great players you see shooting the lights out on TV are working on the mundane stuff out on the range,the run-of-the-mill fundamentals that hold their game together….Golf demands that respect,"wrote David Leadbetter,the world's most recognized golf instructor.
So does any profession.But a common complaint executives have about salespeople is they don't put as much efford into mastering their career as their hobbies.
These salespeople always have excuses why they didn't make the sale.More problematic is that when they do make a sale,they often can't tell you what they did right.In other words,they don't have a repeatable,measurable sales process that they can execute time after time.
Good news: There's a formula
Bad news: Not many golfers or salespeople know how to find it.
You can't find the winning formula without a formulaic approach to learnig either game.Learning is a process not an event.
There are plenty of people peddling magic pills.But there are no magic pills.To be successful at sales,train a little bit every day instead of a lot once or twice a year.Train on prospecting,getting the appointment,pre-meeting planning,asking questions, listening, writing proposals, making proposals,confirming the order and managing expectations.Then repeat the process over and over again.
When the great players quit having a coach, you can back off on making continual improvements and refinements to your sales game. |
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