Succeed on and off the Golf Course

Summertime brings warm weather and longer days. For many, this means more opportunities to get on the course for 9 holes after work or even for a full 18 on the weekend. The correlation between sales and golf, however, delves much deeper than simply a few sunny days. As they say: a bad day on the course beats a good day at work. Well, coming from someone with a tendency to always find the sand bunker, I will have to respectfully disagree. In any case, here are three ways that the two are not so different from each other.

Practice, practice, practice
You can watch as much Golf TV and read as many Wall Street Journal sales articles as you like, but the reality is that if you don’t get out there and do it, you’re never going to improve. You learn about yourself when you make calls. It is the only way to build confidence. If you don’t believe what you are saying, neither will the person on the other line.

Make adjustments!
Say you slice the ball off the tee box every time. Why keep swinging the same way? Something has to change, right? You can’t blame your club every time. Sales is the same way. If you’re not getting the results you want, make an adjustment. Rework your wording, your opening lines matter most. Make a connection with the person on the call, get them talking to avoid monotony. Make a change and see what gets you the results you desire.

Don’t get discouraged
Converting a lead to a closed sale takes time. It’s the same as your first shot on a 500-yard par 5. You certainly can’t expect a hole-in-one. You are going to experience difficulties during the business development process. When you get discouraged by these difficulties and choose to back off or give up, you will never make that deal. Simple as that. You may have to keep your head down during you swing, but you need to keep it up during the sales process.

Golf is a game of finesse. Sales is too. They both take time to develop. Keep the end goal in mind, but never get ahead of yourself.

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