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January 2018The Leadership PERSPECTIVE

The LEADERSHIP

PERSPECTIVE

Could Jack Nicklaus have won the U.S. Open with Only One Club?

Could Jack Nicklaus have won the U.S. Open with Only One Club?

Successful Sales Requires More than One Approach.

hether you’re an avid golfer or yousimply pause while flipping past the

sports channels, there is something to belearned from the game of golf. The pros changegolf clubs with every shot. They remain nimbleand adapt to the course constantly.

Unfortunately, ordinary sales professionals carry one or two sales clubs in their entire bag. They use the same tired techniques even when the selling terrain changes. And guess what? Sales are lost. As a result, someone else takes home the prize.

So what about the truly Extraordinary Sales Professional? How is his or her technique different from that of other sales professionals?

The Extraordinary Sales Professional develops an array of skills, just as a pro golfer ensures his bag contains a complete set of clubs.

W Ask yourself these questions:

Are Your Drives Usually Straight?Apply your sales effort to the right prospectat the right time. Develop outstandingresearch skills. The web provides free accessto thousands of online electronic data bases.If you haven’t visited industry specific sitesin your local community, then you’reprobably leaving plenty of free intelligencefor your competition.

Classic resource guides like Gayle’s Directoryof Publications; regional, state and localorganization directories; and the StandardRate and Data Service (SRDS) continue to beupdated with pertinent prospecting data.Timely information can make yourcomments more relevant and your emailsmore powerful. (Continued...)

January 2018The Leadership PERSPECTIVE

Do You Hit Your Three-Iron Well?Continuously hone your public speaking skills.Public speaking allows you to attract big fishwithout appearingto be fishing. Publicspeaking can be usedas a broad-basedmarketing strategy ora narrowly focusedquasi-presentation. Either way, your speakingexpertise is an essential club in your arsenal ofselling tools. Persuading others to accept yourideas and recommendations requires frequentpractice, just like hitting a three-iron into thewind.

Does Your Five-Iron Consistently Put You Nearthe Green? It does if you use video marketing.It’s like hitting a great five-iron. If it’s too early togo for the close but you want to properly positionyourself for the next step, video is fabulous! Aquality video can enhance your image andleverage testimonials.

Now, you may be contemplating attaching thatgeneric YouTube link you usually send out, and insome cases that may be fine. But today, theequipment to create more customized videos issurprisingly accessible. The more you practice

developing targeted video messages, themore likely you are to consistentlydifferentiate yourself from the competition.

Will Your Wedge Lift You Over the Trees andPut Your Ball Beside the Flag?The art of writing powerful letters can makeyou tons of money! While the telephone isan excellent tool, writing commands action.If action is what you want, fine-tune yourwriting skills! If you’re looking for newverbiage to express your message, check outWords That Sell by Richard Bayan. Thisvaluable little guide will help lift yourmessage over your competitors’ promisesand leave you in a favorable position to closethe deal.

There is no substitute for a carefullyscripted presentation. Maximize the mostcompelling phrasing while accentuating theemotions you wish to evoke. (Continued...)

Could Jack Nicklaus have won the U.S. Open with Only One Club?

What if it All Comes Down to the Putt?Many tournaments have been blown by a nervous putter. Unfortunately, many sales have been lost with a timid close.

The LEADERSHIP

Successful Sales Requires More than One Approach.

PERSPECTIVE

January 2018The Leadership PERSPECTIVE

Personalization is crucial. The ability to deliveryour rehearsed message in sync with your client’space of thought can be overwhelminglyconvincing. Try scripting with a personal touch –it’s deadly!

These are only a few power techniques you canadd to your sales game. Remember, every day isthe U.S. Open for the Extraordinary SalesProfessional.

Go Hit Your Best Shot!

Could Jack Nicklaus have won the U.S. Open with Only One Club?

At Keith Martino, we meet with your executiveteam and confirm or establish a set of guidingprinciples that will drive all sales developmentinitiatives. We map out a specific GamePlan andincorporate your real-world challenges andopportunities into our hands-on modules.

Our team tailors every exercise to the issues yoursales team faces daily. We deal with your relevantchallenges in a heads-on fashion that shapes theirbehavior. As a result, our clients often winindustry awards for their above-and-beyondcommitment to clients.

Successful Sales Requires More than One Approach.

The LEADERSHIP

PERSPECTIVE