Written by Sean McPheat |
A great sales interaction is not an accident. While an expert-level sales professional can make a sales presentation LOOK like a casual, impromptu conversation, does not mean that it actually IS a causal, unplanned conversation.
In fact, a great sales presentation is very much like a good golf swing. Don’t worry, if you are not into the game of golf, I’m sure you will understand my analogy.
A professional golfer can make hitting a golf ball look easy. Tiger Woods steps up, grabs a golf club, let’s say a seven iron, and hits the ball 225 yards, it goes straight and ends up very close to the little flag. Ok.
To the average human, in particular those unfamiliar with the game of golf, the response is, “So what’s so special about that?” And understandably so. Tiger made it LOOK easy.
The fact however, is that what he did was the result of practicing that same swing, in that same situation, over and over again; not hundreds, but thousands or TENS of thousands of times.
That swing that looked so easy, is the result of a lifetime of training those exact muscles to hit that ball that way. That simple, easy golf swing is the result of thousands of hours of relentless study, countless hours of physical conditioning and dozens of years of repetitive rehearsals, scientific research and intense mental, emotional and psychological conditioning.
It LOOKS easy, but it is actually an unbelievably sophisticated, thoroughly complex, well-planned and orchestrated performance.
The Sales Interaction
Ask yourself, what is your sales interaction? Is it a well-planned, not canned, sophisticated strategy? Is it the result of countless hours of practice and study? Is your sales presentation something that you have mastered and can perform? Or is it just something that you threw together, so you just show up and throw it up?
A great sales presentation should appear to be a simple and spontaneous conversation. Yet it should actually be an extremely sophisticated and controlled plan executed by a master conductor!
Just how much time have you really invested into learning, practicing and perfecting your craft?
As for me, all I can say is…FORE!!!
Originally published: 18 April, 2012