Let’s be perfectly clear. I have never played football and I am not a ‘groupie’ that is glued to the TV set each week watching my favorite team. However, I am an admirer of elite athletes because they demonstrate the mindset, actions and behaviors needed to be an elite salesperson. They also possess emotional intelligence skills. Yes, these macho guys do have soft skills that help them win ball games.
So if you want to get better at sales, turn on the television, observe and incorporate the NFL players’ best practices into your day-to-day sales. Here are my top three favorites.
#1: They have the mental gameเว็บตรงทางเข้า ufabet mastered. Every week, these elite athletes that have been playing football for years show up to practice in order to execute under pressure. Think about the quarterback who is getting ready to throw the ball. He has huge linebackers charging him, hoping to get a ‘sack.’ The seasoned quarterback manages his emotions. He doesn’t get flustered and throws a perfect pass to a wide receiver that is also under pressure because he is also being chased by another big guy.
Emotion management is important in sales because it helps you execute hard selling skills under high pressured sales situations. (Have any of you ever left a meeting wondering why you didn’t say this or this?)
A salesperson may not be getting charged by a 300 pound linebacker, (although some sales calls can feel that way) but he is getting challenged by prospects to ‘give me your best price’ or answer, ‘what makes your company different?’
Top sales professional have the ability to manage emotions during tough selling situations. Like top athletes, they practice more than they play. They don’t just practice when they are in front of prospects!
As a result, they don’t get thrown ‘off their game’ by tough questions because they have an appropriate response. “Mr. Prospect, we will definitely get to price, but I am not sure I have been able to ask enough questions around your challenges to determine if my company has the appropriate solutions. So it’s hard for me to quote a price.”
How would you rate your emotion management? How often are you practicing? Both skills are essential to executing hard selling skills.
#2: They like what they do. It always cracks me up to see a bunch of big, adult men hugging each other, dancing on the field or giving a high five after a good play or touchdown. These athletes love the game of football. And because they love the game, they are willing to put in the work of grueling practices. They take time to study game films in order to learn and correct mistakes.