To me there is no greater sporting event than the NCAA Final Four for both men’s and women’s basketball. I’ve been to many Final Fours, and you can’t beat the excitement. They call it March Madness for a reason. I’m still hoping to fill out a perfect bracket one of these days!
But a lot of hard work goes into reaching the NCAA tournaments, much less the Final Four. It takes a myriad of skills and dedication.
The same is true in business. It takes many of the same skills to get to the top.
Since I am a salesman at heart, here are some suggestions:
You must be motivated. Master Motivator Zig Ziglar famously said, “People often say that motivation doesn’t last. Well, neither does bathing – that’s why we recommend it daily.” Running out of steam is normal, especially if deals haven’t been swinging your way. Winning is a choice, not a given. Wake up every day and remind yourself why you love what you do and psych yourself up to be your best.
Understand customer needs: You must master the art of listening. Truly listen to your customers to understand their needs and pain points. This will help you tailor your sales pitch to offer solutions that meet their specific requirements.
Build strong relationships. Start by getting to know the gatekeepers. Develop a rapport with the people who can grant you access to decision-makers. Treat them with respect and work with them to achieve your goals. Keep in touch with prospects and clients. Regular follow-ups show that you value relationships and are committed to meeting their needs. As Patricia Fripp, author and speaker, said “You don’t close a sale; you open a relationship if you want to build a long-term, successful enterprise.”
Embrace showmanship. By this I mean engage and entertain. Make your sales presentations engaging and memorable. Use stories, humor and visuals to capture your audience’s attention and make your message stick. Differentiate your product. Even if your product isn’t glamorous, find creative ways to make it stand out. Use unique demonstrations or promotional events to create buzz and interest.
Set clear and achievable goals. Remember the Italian proverb: You never climb higher than the ladder you select. Define what championship level means for your sales team. Set measurable goals and track progress to ensure you’re on the right path.
Leverage the law of large numbers. If you can’t be the top choice, aim to be the second. Maintain a long list of prospects and be ready to step in when the top choice falters. Grow your new prospects list continuously. The more opportunities you have, the greater your chances of success.
Seek continuous improvement. Invest in training by regularly updating your sales skills and knowledge. Attend workshops, read industry literature and learn from successful peers.
Use technology wisely. Implement a robust Customer Relationship Management (CRM) system to keep track of interactions, manage leads and analyze sales data for better decision-making. Use data analytics to understand market trends, customer behavior and the effectiveness of your sales strategies.
Foster open dialogue and encourage feedback. To make communication really work, make sure the people you’re talking with understand what you are saying as well as you do. Communication requires both effective sending and receiving. Encouraging and accepting feedback helps everyone learn and grow.
Empower team autonomy. For any successful working relationship, trust is a must. Once trust is broken, it’s tough to get it back. You must be able to delegate and trust your people. This is especially important in customer service, allowing your employees the freedom to make decisions.
Celebrate achievements. I strongly believe in recognition and appreciation. Prompt, sincere and public recognition is extremely important. It’s human nature for everyone to want to be appreciated for doing a good job. I’ve always tried to give recognition in front of a group, and single people out among their peers. Why not give others something to strive for and show them how you value good performance?
Be adaptable and flexible. Adaptability is vital in business. The marketplace is like a river, constantly flowing and changing its course. To navigate these waters successfully, you must be able to adjust your sails and steer with agility.
Jim Rohn, the late American entrepreneur, author and motivational speaker, said, “Your life does not get better by chance, it gets better by change.”
Mackay’s Moral: Championship-level sales require an all-around game: the art of listening combined with the science of selling.
