HEAVY HITTING…during the third game of the 2011 NHL Stanley Cup finals, the intensity really kicked in. Both Boston and Vancouver seemed to "smell the finish line" and stepped up their game. The skill-level picked up, the speed picked up, and above all…the body contact intensified. As former NHL goalie and color commentator Glenn Healy revealed, "you need a lot of courage to even go after the puck right now. And when you do… you can be sure someone is going to be right in your face and it's probably going to hurt". There are times in the Sales Business that the need for "a lot of courage" kicks in.
Here is your ACTION STEP… what sales situations do you encounter where "a lot of courage" would help you succeed at a higher level? Are you stepping up to the mark or do you back off and "let someone else have the puck"? Here are some examples of where Superstars exercise more courage…
1. Are you taking on your competitors or are you backing off?
2. Are you asking every person you meet for referrals or only when it is comfortable?
3. Are you eliminating the prospects who go nowhere or do you work with them forever?
4. Are you learning new ways to say things (scripts and dialogs) or do you keep using the same old lines?
5. What about your Sales Presentation (style and material)… what changes have you made lately?
Several years ago, Robert Kreigel wrote a book called "If It Ain't Broke… Break It". He made some very good points. Just because your business is "doing okay" doesn't mean you shouldn't look at raising the bar on your courage. Look for some areas where you can "break it" and take your business to a whole new level. One thing for sure is that when you do… you'll feel great about yourself and the results will reward you! Go out and win your own personal Stanley Cup. NO Excuses.