COMING TO THE BALLPARK READY… the regular centerfielder for the Baltimore Orioles baseball team is Adam Jones. Briefly described he is 27 years old, 6'3" tall and weighs 225 pounds. Born in San Diego Jones was drafted in the first round in 2003 by the Seattle Mariners and has enjoyed excellent success in the major leagues for the last six seasons. In 2012 he ended the year batting an impressive .287… a career-high. Seems like he gets better every year.
So what's so special about Adam Jones? What the experts have concluded is that Mr. Jones can be described in two simple words… "Always Ready". Here's what they say about him… "When Adam Jones comes to the ballpark we know he will be ready. He is always growing, he is always learning, he's very coachable… he never thinks he ' knows everything'. Adam is an open book when it comes to self-improvement".
Former player and sportscaster Buck Martinez says that typically after being in the spotlight for several years, most athletes are not very coachable. Buck says that Adam's attitude of not "knowing everything" is not normal. He goes on to say that, "Most veterans take on the mindset that they have already seen, heard, and learned it all… they think they just have to go out and do their job day after day". A big mistake. The moment you stop growing, the moment you stop learning… the competition will start passing you.
Here is your ACTION STEP… the most successful Salespeople I work with come from the Adam Jones school of thinking. They "come to the ballpark always ready and they never think that they know it all". Here's some ideas to open your mind on creating new learning opportunities…
ON LEARNING MORE
1. Ask a colleague for their favorite objection handler for the most common objection you are receiving from your prospects. It's their favorite because… it works!
2. Ask a rookie in your business about something they have learned in the last three days ("From the mouths of babes…")
3. Ask your most recent sale the following two questions… "What did you get that you didn't expect?" & "If you were doing my job, what would you have done differently?"
4. Buy this short book by Price Pritchett…"YOU 2"… a high velocity formula for multiplying your personal effectiveness in quantum leaps
5. Read BK's "Daily Sales Tips" every day… take 60 seconds and learn from my 40+ continuous years of sales experience. Be open
6. Record your sales presentation and listen to it at least 3 times (the first time you will hate it, the second time you will love it, the third time you will make it better)
7. Start using powerful affirmations three times a day. First thing in the morning, middle of the day, just before your next appointment. Say them out loud with energy. Don't worry about who's listening in… as Steve Jobs said… "Stay young, stay foolish"
8. Ask your Sales Manager for a critique… figure out how to do what is being suggested, don't look for ways to justify why you can't
Psychologists tell us that the main reason people don't like to change is because it creates discomfort. What Adam Jones has mastered is dealing with the discomfort of changing those things that are already working pretty well. His attitude is that there is always more opportunity by looking forward to being even better. One final question… when's the last time you took a course/seminar that was not directly related to your business? One of the best ways to grow is to learn about new things that will expand your universe far beyond your day-to-day routine. Take yourself to a whole new "ballpark". The best part is that we never "know it all"…always room to be more than we are right now. NO Excuses.