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Top 5 Reasons Not to Hire Me

  • You would rather know the pain of regret than the pain of discipline.
  • Being good is good enough for your company.
  • You don't want your people (or yourself) to be held accountable.
  • You think you should train your people for any reason other than to change your people.
  • You are good with your people looking and acting like traditional sales people.

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July 16, 2008

Sell Better Than You Are

I have been reading The Winners Manual For The Game of Life by Jim Tressel, head football coach at The Ohio State University.  For those of you who know me, it will not surprise you that I am reading the book given my love for Buckeye football.  And if you are counting, there are 129 days until the Michigan game.

Tressel quotes Dr. Pat Spurgeon as saying "all I ask is that you play better than you are.  You may not win, but that is all I am asking."

In terms of selling, I would encourage you to "sell better than you are." By that, I mean forget your year to date results...and forget that last big deal you lost.  The question comes down to whether or not you can rise up on your next sales call to sell courageously...asking great questions...not caring if you win or lose.  The simple reality is that you can't make the prospect buy - that is beyond your control.  But what is within your control is to prepare with excellence...and for one call...maybe one hour of your day...to sell better than you are.

Go Bucks!

Posted at 07:41 AM |

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