What can a Sales Professional learn from the 2010 US Open?

Learn from the 2010 US Open:

There are “Graeme McDowell’s” in the making, can you spot them and hire them on your sales team?

Sometimes even the best athletes need to check their ego at the door and go back to the drawing board. Tiger earned $300k, 5 strokes away from a coveted US Open WIN and $1.3M. Are some of your “A Players” holding back from being an A Plus? What can you do to help them realize, and re-connect with their goals? For Tiger, it was clearly his mental game, he has the physical part down. If someone can help him figure that out, that could be the added 5 strokes.

NEVER burn a bridge. Flying directly over the course just a few minutes into the round was a sign that read “Tiger, are you my Daddy?”. Tiger burned a bridge with a lot of fans. In sales, be professional or it may just bite you down the road.

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The “sales compensation equation”

From my experience, and as I learned from my MBA, part of the value of a job – are you learning and growing your career? So, the equation becomes: Total Compensation = Base + Commission + Equity + LEARNING. Never underestimate the value of LEARNING. When you can align yourself with a sales mentor who can teach you new things, it’s hard to put a value on that. PRICELESS. That said, the same Professor said that you will learn 80% of what you will ever learn within 18-24 months when working with a sales leader.

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Virtual Selling Best Practices using WebEx, Gotomeeting, LiveMeeting, or any other web meeting tool

Tip #3 Listen for buying signs & objections – How great would it be to have a microphone in your prospects office immediately following your meeting, once you’ve left? With web meeting tools, you can. You simply put the phone on mute, and tell the prospect your’re going to play a short customer testimonial (WebEx allows integrated video with sound), and then listen. 9 times out of 10 the prospect will discuss what they like or dislike about your product, what competitors they are using and more when you use this simple tactic.

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The “sniper shot” vs. “shotgun approach” to Target Account Prospecting

Step 4: If your company has a lot of customers, odds are one of their prior employers was a customer of yours!

Step 5: Email the person (through Linked In, or directly by looking up their email address in Jigsaw), and mention that their prior employer ABC CO. is a satisfied customer of yours, and wouldn’t they like to see similar business benefits at the company they work for now (benefits include: x, y, z).

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