Michael Jordan’s Rules (Adapted for Sales) – Have Total Confidence

This is the second in a series of 10 posts based on the Golf Digest article in which Michael Jordan discusses how to be more competitive. His second rule is 'Have Total Confidence In What You Can Do'. A few weeks ago, I tweeted that I was totally convinced that if a company didn't use our software that they would be out of business in 3-months (of course I can't find it, but here is the RT). I recognize that this isn't true, but I go into every deal with the conviction that this is the case. I'm so convinced that my product is the best thing for my customers.  I'm convinced that I'll win every deal that I go into. I'm convinced that companies that don't choose our software will be toast. This conviction carries over in your voice, your mannerisms and your decisions that you make for your customers. It's easy to say that you have their best interest in mind, but do you really?  When you are totally and utterly convinced that you have the right thing for your customers, that will come out and you'll win more deals. On the flip side, be honest with yourself and your customers.   If you work for a company with a shit product, leave. If you work for a company that is unethical, get out of there. If you don't believe you have a good fit, walk away from the deal and recommend a competitor that would be a better fit (believe me, nothing builds future credibility like this). If you don't believe, who is going to believe for you?
Media_httpimgzemantac_xcneb
Tagged Business Company Golf Digest Marketing & Management Michael Jordan golf sales

Michael Jordan's Rules (Adapted for Sales) - Focus on the Little Things

Media_httpuploadwikim_frtek
Image via Wikipedia
This month, Golf Digest has a great Top 10 things suggested my Michael Jordan to improve your golf game.  Of course, like any hyper-competitive scenario, these suggestions can also be applied to sales.  While I don't exactly watch a lot of professional sports, I think that there are a lot of similarities. Over the next few days, I'll document each 10 of MJ's tips and how they carry from the golf course to your overall sales activities. 1.) Focus on the Little Things This is crucial to success in sales and there are a million little things that need to get done.  Daily cold calls, follow up emails, scheduling properly, calling when you say you will. All of these little things add up to a lot.  Are you doing them? Everyone knows that to make sales, you have to make cold calls.  Focus on the basics, do the work each day and it adds up to you making your number. As a manager, are you asking / helping your team focus on what is important? Do they know what is important and what the little things are to drive success in your business?  If not, maybe it's time to have a refresher course for your team. Tomorrow - Have Total Confidence
Media_httpimgzemantac_earwh
Tagged Golf Digest Marketing & Management Michael Jordan golf sales sales management
Tags
​