Sales Tip of the Week from Mike Leeds – Pro Sales Coaching
What Salespeople can learn from a Chip Shot
This term is used in many sports (and some have different meanings). Kicking off the topic of this post, we'll talk about a short field goal which many commentators will call a routine "chip shot." These close-range field goal attempts could be closer in yardage than an extra point attempt (in the NFL). Many times, the commentators will predict these scoring attempts as automatic.
How does the kicker respond to this field goal attempt? Do they prepare the same as if it were a 50-yard attempt?
Now, let's compare this to other sports. How does a golfer prepare for a 1-foot putt after sinking a 20-foot putt on the previous hole? How does a basketball player to prepare for a slam dunk after just hitting a 3-pointer? How does a soccer player or hockey player prepare for a point-blank shot on goal?
As a sports spectator, I've seen the participants take these scoring opportunities as automatics and end up missing the shot or scoring attempt too many times. In some cases, this "miss" could cause the individual or team to lose.
How this can happen to these athletes:
- They perceived the shot as easy and didn't follow their routine or process.
- They rushed the scoring attempt.
- They didn't factor other conditions that are present (the defense of the opponent or weather conditions).
- They may not consistently practice the "easier" scoring opportunities.
How salespeople can respond to similar situations:
- Follow the same process for a small sale that you would for a large sale.
- Take the time to make sure everything is ready (no rushing or short cuts).
- Be aware of external issues and be prepared to address them if they arise.
- As the author Harvey Mackay would say "perfect practice makes perfect." Make your approach so well-rehearsed it becomes second nature.
Have a great sales week!