SLH Sales Training Morsel #65

PRACTICE?

IT’S JUST PRACTICE!

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

Alan Iverson protested loudly and incredulously about the need to practice. He was dumbfounded that his coaches expected, actually required, that he work hard during practice. Iverson was probably one of the greatest point guards to have ever played (although he does not own a Championship ring) in the NBA. He claimed to grasp his role as the leader of his team yet couldn’t understand the stink made over his less-than-total devotion to practice. He didn’t, or chose not to, get it. He was, he said, all about the real game.

How many of us actually practice our craft? I’m not talking about “practicing” on real accounts. I mean practicing the way we did in high school and college when on the basketball, volleyball or cheer teams. The concept of Sellers practicing is totally outside the realm of consideration for most of the selling world. When talking about this, I am met with blank stares and thoughts that I’m kidding. Actually, I rarely meet a Seller who practices.

My daughter Molly, when is high school, was poised for her first class presentation and filled with dread. We went to the SLH headquarters (in the garage!) where I set her up with a video-camera. About fifteen (15) minutes later, we reviewed what she had done. The first few takes weren’t pretty but eventually she showed gradual improvement. The next day she reported that she “aced” it. More importantly, she requested the same set-up a couple of weeks later – she was “self-training!”

So, what should Sellers practice?

·         Grab a colleague and do a role-play.

·         Ask your Manager to include role-play at each sales meeting.

·         Memorize your protocols – know what you’re going to ask before you get there.

·         That’s a start!

What do you think?

Good Selling to you!

BLOG – http://selllikehellsales.blogspot.com

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