Applying your inner competitive spirit each and every day increases your chances of excelling as a Sales Guru.
As a sales guru, the way I look at competitive situations in business is simple: somebody is going to win/earn the business. It can be you or it can be your competition. In business, I view the competition as the nastiest, ugliest, and most repulsive creature I can conjure up in my mind. Basically, what they are trying do is steal food off my table. They are reaching in my pocket, trying to take my money! Even worse: They are taking food right out of the mouths of my family! What am I going to do about this? I certainly do not sit back with a complacent attitude and justify it with you-win-some-you-lose-some attitude.
I can make another choice: I play the business game with such a fierce competitive spirit that nothing less then winning 100 percent of the time satisfies me. You can too!
One of the sales training tricks that I often mention:
To start winning you need to always assume that you are losing.
In the world of sales, I have seen far too many people drop the ball in the red zone (that’s a football term for having the ball inside the opponent’s twenty yard line). They get near the goal line and feel certain they are going to score, so they let up a bit. Then, all of a sudden, they lose the opportunity to score because their competitor was working harder than they were to secure the business.
Sales Training Tip: If you always assume you are losing, you will make sure every possible gap has been plugged, and there will be no surprises.
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