Sales Blog for Sales and Sales Management

Michael Phelps won the 200 meter individual medley in world record time with water in his swim goggles.  I can't imagine that if he had lost we would have made the water in the swim goggles problem the reason for his loss.  I just can't imagine.  What does this have to do with selling and sales goggles?  Everything if you want to sell more, sell more quickly and at higher margins.

What I do hear during our sales training sessions though is:

• Our prices are not competitive
• The competition is better positioned in the marketplace
• We got into the deal late
• The incumbent relationship came in at the last minute and took our proposal
• We don't have the right product mix to compete
• The goals are unrealistic in this economic environment

If Michael Phelps were a sales person I cannot imagine him ever making excuses as to why he didnt' get a deal or why he was failing to hit target in the above fashion.  In stead he would say something that started with "I".

So here is my encouragement and lesson in 3 steps:

1. Know that there is always a likelyhood of getting 'water' in your sales goggles
2. Have a strategy to deal with 'water' in your sales goggles
3. Take full responsibility for your results even when you have 'water' in your sales goggles

I believe you will be amazed as to how often you will win when you compete for business when you begin to realize improved sales results are entirely up to you.  I also believe that once you accept that responsibility then not only will you begin to set new higher personal best but others will begin to consider you and Olympian sales professional.