By David Holland

April 2, 2015


[thrive_split_button left_color=”blue” right_color=”blue” left_text=”Previous Post ” right_text=”Next Post ” left_link=”” right_link=””][fusion_text]The All Blacks – arguably the greatest international sports team on the planet…

…have an interesting approach to their training and performance that I think makes perfect sense in all aspects of life, especially selling.

Now, their mentality is shared amongst most of the greatest sporting teams/professionals in sports, but it is this mentality that makes them truly great, and it’s worth internalising and taking into your sales roles.

Most sportspeople will say that they will want to train to win games or matches, or will go into the game with the win in mind. You will never hear an All Black talk about training to win, or playing to win (although most will of course say that that is their ultimate end goal for obvious reasons). Each player will train – and play – to give the best technical performance in their role, or in any given situation. That’s it. No talk of winning in their mentality, just focused on being technically the best they can be in any given situation, bo***cks to the rest.

Learn how you can apply this to your business processes.

This thinking should apply even more so to business. In order to win more at selling, divorce yourself from the end result. Thinking about the win or the loss will impact your ability to sell, and what’s worse, you prospects will sense this. Focus instead on being technically the best you can be in each and every interaction, and forget about the win or the loss, you will ultimately win more this way.

Sandler teaching will tell you that go into each meeting or interaction thinking “I don’t need this business”. Why would they tell you this if their goal is to get you to sell more, and sell better? It’s the mind-set that separates the good from the great, the ability to give your best unfettered by whether you win or lose. Focus on the stages in your selling process, and the results will take care of themselves.[/fusion_text]

About the author

Nice bloke with practical ideas. Former Procter & Gamble, Kraft and IBM sales and marketing executive. Became a business owner 20 years ago. Started multiple businesses including EXELA which is the most successful Keap® & Infusionsoft™ reseller in the EMEA region.

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