This past week I experienced two examples of practice that, if applied to selling, would dramatically alter your results for the better.
At the Dave Pelz Short Game Golf School, I had the opportunity to learn a number of lessons but the key to the school is that they taught for about 1 hour, comprised of perhaps 6 ten-minute lessons, and practiced those 6 lessons for about 6 hours. What do you think was most helpful? Well, the 6 hours of practice would have caused me to practice the wrong stroke, the wrong technique, the wrong action and, as they said, practice makes permanent. So the lesson was very important, but once the lessons were learned, the six hours of practice were the frosting on the cake. It sunk it. It was doable. I could do it. I could keep doing it. I could do it on the course. I shaved 15 strokes off my short game overnight!
My wife purchased a copy of Alice Cooper Golf Monster for me to read on my trip. Aside from being a surprisingly enjoyable book, there were some very profound takeaways. The one that is on topic for this article is that after Alice Cooper (the band) had recorded their first album, they retained a producer and he locked them up for seven months, made them unlearn everything they had been doing, and then taught them from scratch how to play their instruments the right way, develop their band's signature sound as well as develop their individual styles. This wasn't practice over the course of seven months; it was seven months of 18 hours per day of practicing!
You probably don't practice or, if you're one of the elite 6% of all salespeople, perhaps you practice 30 minutes per day. So, now that you've read these two examples, what can you do to:
1) Learn the right way, the best way, the most effective way to sell;
2) Practice it until it becomes permanent?
Practice Makes Permanent - To learn more about this author, visit Dave Kurlan's Website.
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Dave Kurlan
(Visit Dave's Website)
Dave Kurlan is the founder and CEO of
Objective Management Group, Inc., the
industry leader in sales assessments and
sales force evaluations, and the CEO of
David Kurlan & Associates, Inc., a
consulting firm specializing in sales
force development.
Dave has been a top rated speaker at Inc.
Magazine's Conference on Growing the
Company, the Sales & Marketing Management
Conference and the Gazelles Sales &
Marketing Summit.
He has been featured on radio and TV,
including World Business Review with
General Norman Schwarzkopf, in Inc.
Magazine, Selling Power Magazine, Sales &
Marketing Management Magazine and
Incentive Magazine.
He is the author of Mindless Selling and
Baseline Selling – How to Become a Sales
Superstar by Using What You Already Know
about the Game of Baseball.
He created and wrote STAR, a proprietary
recruiting process for hiring great
salespeople, and he writes Understanding
the Sales Force, a popular business Blog
and is a contributing author to The Death
of 20th Century Selling and 101 Great Ways
to Improve Your Life, Volume 2.
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Understanding the Sales Force - Objective Management Group, Inc. is the pioneer and industry leader in sales force evaluations and sales candidate screening. Spearheaded by leading sales industry expert, Dave Kurlan, Objective Management Group, Inc. can help you measure sales effectiveness, execution and potential.
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