Learn from the Habits of Highly Successful Sportspeople
I am often asked «How can sports psychology help salespeople, surely they are totally different areas of expertise?» and my answer is simply this:
Every sport has different skills sets & disciplines and requires different areas of knowledge – yet most, if not all, now accept that mental strength and readiness is the single most important factor that separates the winners from the also-rans.
I’m sure you will accept that at the pinnacle of any sport the top athlete’s skill levels and abilities are extremely close?
My sport is golf. In any given week there are 20, 30 even 40 players who could win a tournament – if it was all down to their inherent ability to hit a golf ball. But it’s not! Every week it’s the player who thinks right and plays right that wins – not necessarily the most skilful player on show!
If you follow football; does the best team always win the match? No.
This demonstrates how you think matters!
And as someone who’s been involved in Sales and Sales Management for many years and is now actively involved in the training and development of sales forces throughout the country, I believe the same is true of our industry.
How salespeople think, matters!
Sales success is all in the mind. Yes you need selling skills. You need product knowledge. You need the ability to plan and prepare. As does the golfer; he needs to be able to drive the ball, play out of bunkers, play flop shots and putt. BUT! That all said; it’s how he thinks during the round that will determine his success and so it is in selling too. How you think during the day, during the call, ultimately determines your success.
So here is a brief glimpse into some of the areas that highly successful sportsmen and women excel at and how they would benefit us in the sales game too.
Practice, Practice, Practice… but in right way:
The top echelon of sportsmen and women make every second count when practicing. They work all areas of their game to the maximum, not just the points they’re good at. They dissect their sport into its smallest components and ensure they are world class in each and every one of them.
Take a long jumper. The UK Olympic qualifying distance is 8.20mts. If an athlete is coming up short of this target – let’s say 7.90mts, he doesn’t just keep practicing by running and jumping over and over hoping to get longer – he practices in the right way. He and/or his coach analyses every area of his performance and works on it in order to improve.
Technique: Take-off and landing – is his method right?
Physical: Does he have enough power in his legs for an explosive run up? If not – into the gym!
Diet: Is he eating properly, is he carrying a few pounds too many?
Mental: Does he have the belief in himself and his ability?
Technical: Is he using the whole run-up area – jumping too soon before the board?
You get the point? They don’t just keep doing the same thing over and over hoping it will get better.
The first thing to do in order to get better at selling is to think about the way you practice and rehearse your selling, your pitch, your selling style (if you even do it!) and create a solid routine.
First Impressions: Approach to the customer, Appearance? Do you adapt to what you see?
Presentation: Do you establish customer objectives? Translate selling points into benefits? Do you tell rather than ask?
Profitability: Do you always look to up-sell? Provide add-ons?
Closing: Do you make saying «yes» easy? Ask for referrals?
I’ve worked with many golfers and salespeople of all abilities and the thing that correlates most to improved performance is the way you practice. To keep motivated, create a Personal Progress Log – break your sales role into all of its different facets and mark whether your own performance in each area is Not Good Enough, Good Enough or Excellent and then work away on each area no more than a few at a time – to get them all up to Excellent.
Study, learn and rehearse – in sales this is your practice – the equivalent of going to the driving range for golfers. And like I tell all golfers, if you want to improve don’t make practice routine, make practice hard and challenge yourself. What can your team do to become dedicated to continual improvement?
Stay Focussed and in the Moment:
Staying in the present means that you give whatever you are doing your complete and undivided attention. In sport, this means you’re not thinking about your score, why you think you just mishit that shot or 3 putted the last hole. All your energy is on the task at hand. This is also true when selling. No point reflecting on missing out on that last sale, being caught out by an objection or forgetting to up-sell your add-ons and accessories – while you drive to your next appointment or await your next customer coming into the store. The last sale is over!
Yes you will and should have time to reflect later on, when the selling day is done but DON’T do it on the way to the next call or while you wait. Don’t bring yourself down. Focus on the positives in your abilities and think how the next sale will happen successfully.
It’s counter-productive not to be in the present!
If you play golf for example, just think back to the last time you started playing well and subsequently thought about shooting your best score, «if only I can keep it going for the last few holes» – only for your game to unravel!
Staying in the present is easier said than done, I appreciate that; and like everything else it takes practice but it can and should be done.
Create a highly repeatable routine – follow your Sales Process:
In golf, the top players in the world all go through the exact same routine before every shot, even down to the number of practice swings. Watch them and you’ll notice that the number of seconds it takes to go through their pre-shot routine is the same every time. This helps them stay focussed on the process of shot-making and not get too caught up on outcome thoughts such as; «This putt for the Open» or in football when they think «This penalty to get through to the World Cup Final» (Many football supporters will be all too familiar with what happens when a player focus on the outcome of the penalty!)
What’s your routine when selling? Pre-sale or during a sale? Post sale? Don’t have one? Do you factor in your Sales Process and plan and prepare accordingly?
Well unless you are perfect – take leaf from the Pro’s and get a routine that makes you feel comfortable and confident so you perform at your best when selling.
Know how to calm yourself down when the pressure is on.
How do you cope with the pressure of hitting demanding targets? Or dealing with a tough customer who’s giving you a hard time? In sales, nerves can and do kick in when the pressure is on and once again we have an area where selling can learn directly from the sports arena.
I’ve worked with enough golfers to know that the good ones know powerful techniques to calm themselves down to prevent nerves turning into panic and negatively affecting their performance. They use nerves to their advantage. Because if you are nervous it’s really a good sign – it shows that what you are doing matters! You care!
There are many ways to control nerves such as breathing techniques or using your peripheral vision or having special thoughts/places to go in your head. I recently read that Jesper Parnevik would try to solve math problems in his head when it all got too much when playing. So there are countless ways to do it! You just need to find a technique that helps you.
Remember, nerves cannot be eliminated totally IF what you are doing matters to you. If it’s not important or way below your level of ability and skill – you probably won’t be nervous. But when it matters – then you need the awareness to appreciate that feeling nervous is «normal» in fact it’s desirable – and then have a way that suits you in dealing with it and let the nerves help your performance, rather than hinder it.
The power of acceptance and moving on:
No one is successful 100% of the time. Mistakes happen. Sales are lost. But beating yourself up about it won’t improve your next performance!
By all means, at the appropriate time analyse what went wrong and take steps to ensure it won’t be repeated again if it’s within your power to do so but being able to accept a setback and not let it cripple you mentally is imperative to peak performance.
In golf, being able to accept the outcome of every shot is a trait that all the top players possess. Although almost impossible to achieve, the optimal state for golf would be if you could become emotionally indifferent to good and bad shots and remain on the same level throughout – but show me any sportsperson who’s not emotionally charged and pumped up for winning and I’ll show you a loser!
It’s a balancing act. Remaining in emotional control when it matters most can be done but once again it takes practice, discipline and the finding of techniques that work for you. Then you need the ability to let it all go – when it goes wrong!
Padraig Harrington tells himself as part of his pre-shot routine that although he has a positive intention for the shot, if it doesn’t go where he wants it to, it’s better to accept it and move on, than get upset. He wants his mind to be clear, ready for the next shot – wherever it may be from – not harking back to the previous swing that put him in trouble.
Try giving yourself that same pep talk before your next sales call. Don’t let setbacks drag you down!
Ensure your sales people make every second of selling time count! That’s when they are performing their trade, their skill, their chosen career.
Encourage them to put the above ideas into practice and you will see continuous improvement in their sales ability and performance.
The sports industry has spent millions of dollars and decades of research fine tuning these techniques. Use them. They work!
Should you wish to discuss how Sports Psychology can help you and/or your Team improve Sales Performance please feel free to drop me an email or give me a call.
Here’s to successful Selling!
The Inner Coach
You can find more information on ways Sport Psychology can help your Sales right here:
Develop Your Inner Coach Series