Role playing, visualizing and practicing for successful closing
After a three year layoff I had my golf clubs re-gripped and decided to get more serious about the game. (A demanding mistress.)
I headed to the practice facility which offers a driving range, chipping and sand area and putting green. After about 30 minutes of hitting balls at the range I begin to sharpen my focus and pick specific targets at a variety of distances. I worked one club at a time making adjustments and compensation each ball until I was satisfied I could hit the desired shot consistently. After about an hour I noticed a familiarity and comfort level with each club and shot. In short, confidence.
I moved on to the chipping area and again after a half an hour I begin to nail the majority of shots and again built confidence in my short game. As soon as I stepped into the sand I knew from my first few attempts to hit out this was not my strength. In fact it became obvious it’s where I need the most work and further instruction.
I looked around the facility and saw 25 plus guys doing the same thing – practicing, visualizing, analyzing and making adjustments. Three or four were taking instructions from a pro. Another six to eight were hitting and discussing shots with their neighbor and impromptu coach.
I wondered how many people set out on a golf course today without even a notion of practicing prior to teeing off. Thousands in my local alone I’m sure! Then I wondered how many salespeople set out for a sales call, presentation of a proposal or to close a sale today with their mortgage ridding on the outcome without even a notion of practicing, visualizing, analyzing, making adjustments or getting some coaching before hand.
Why? I suggest because practicing, role playing and training takes additional time and effort. Role playing the presentation of a proposal with a colleague or sales manager could take 30 minutes and would require effort in preparation. Getting feedback could require making changes in current methods one feels comfortable with.
Just imagine how much additional confidence, comfort and improved effectiveness the salesperson who does practice, visualize and adjust would develop leading to improved results – closing the sale and paying the mortgage.
It’s amazing how many people are willing to practice at a game where no money or mortgage is on the line yet rush out to a pivotal stage in the sales process like the presentation of a proposal without hitting the practice range first.
Application: Before your next proposal presentation practice your delivery on your own first. Make the necessary adjustments to your proposal and your presentation. Next, role play the delivery of your proposal in front of a colleague or your sales manager and ask for blut feedback as to what improvements you need to make. Ask your coach to throw you some questions and objections along the way just to prepare you for the real thing. On your way to the presentation turn off the radio and cell phone and visualize yourself giving the impoved presentation, asking for the order and handling any objections. In the process of putting forth time and effort you will develop skill, confidence and comfort leading to a much more powerful and effective performance.
I headed to the practice facility which offers a driving range, chipping and sand area and putting green. After about 30 minutes of hitting balls at the range I begin to sharpen my focus and pick specific targets at a variety of distances. I worked one club at a time making adjustments and compensation each ball until I was satisfied I could hit the desired shot consistently. After about an hour I noticed a familiarity and comfort level with each club and shot. In short, confidence.
I moved on to the chipping area and again after a half an hour I begin to nail the majority of shots and again built confidence in my short game. As soon as I stepped into the sand I knew from my first few attempts to hit out this was not my strength. In fact it became obvious it’s where I need the most work and further instruction.
I looked around the facility and saw 25 plus guys doing the same thing – practicing, visualizing, analyzing and making adjustments. Three or four were taking instructions from a pro. Another six to eight were hitting and discussing shots with their neighbor and impromptu coach.
I wondered how many people set out on a golf course today without even a notion of practicing prior to teeing off. Thousands in my local alone I’m sure! Then I wondered how many salespeople set out for a sales call, presentation of a proposal or to close a sale today with their mortgage ridding on the outcome without even a notion of practicing, visualizing, analyzing, making adjustments or getting some coaching before hand.
Why? I suggest because practicing, role playing and training takes additional time and effort. Role playing the presentation of a proposal with a colleague or sales manager could take 30 minutes and would require effort in preparation. Getting feedback could require making changes in current methods one feels comfortable with.
Just imagine how much additional confidence, comfort and improved effectiveness the salesperson who does practice, visualize and adjust would develop leading to improved results – closing the sale and paying the mortgage.
It’s amazing how many people are willing to practice at a game where no money or mortgage is on the line yet rush out to a pivotal stage in the sales process like the presentation of a proposal without hitting the practice range first.
Application: Before your next proposal presentation practice your delivery on your own first. Make the necessary adjustments to your proposal and your presentation. Next, role play the delivery of your proposal in front of a colleague or your sales manager and ask for blut feedback as to what improvements you need to make. Ask your coach to throw you some questions and objections along the way just to prepare you for the real thing. On your way to the presentation turn off the radio and cell phone and visualize yourself giving the impoved presentation, asking for the order and handling any objections. In the process of putting forth time and effort you will develop skill, confidence and comfort leading to a much more powerful and effective performance.
posted by Steven Power at 2:02 PM
1 comments
