Train more often on less, or less on more?
What’s the difference between 1st and 2nd place in racing? In horses, it could be just a nose. In NASCAR, and we just saw it in the Winter Olympics, the difference is often thousandths of a second. Isn’t that amazing? What does this mean to us as sales professionals?
It could mean that we need to be only slightly better than the next guy. Or the previous guy. Maybe we have to wake up a little earlier, stay a little longer. Maybe make that one more call. Maybe we get a little more uncomfortable than the next guy. Or gal. You can get a great book called The Slight Edge by Jeff Olson from www.Bizmigo.com and read about being just a little better, learning a little more every day. Improving and achieving slightly more every try. That is a good idea. I have read that book twice, but it is time to put it in the bathroom again.
One thing is for sure: we need to train. Train each other. Train ourselves. Investigate, inquire, try try again. Get your team together and go over something, even it is just to keep yourself sharp and accountable.
And then? And then APPLY the knowledge and the skills. Get in the mix. Pick up the phone, set that appointment. Show up and show up prepared, looking good and thinking straight. A crystal gaze and clear conscience, ready to serve and ready to close.
Train. Tune up your racing machine every few laps. Attain that slight edge. Let it compound over time and see massive results!