To Get Better, Use a Coach
My golf game progresses in direct proportion to two things:
The quality and quantity of practice time I put in.
Staying on a regular coaching schedule with my golf teacher.
About three years ago I was consistently shooting in the high 90's and ready to melt the clubs into a paperweight. Today I'm in the low 80's and dip into the 70's. I don't say this to boast (Ok, maybe just a little), but to compare this improvement to what it takes to be successful in sales. Success in golf, sales, or most any endeavor that requires skill relies on knowledge, practice, and coaching. Regardless of how much I improve, I'll always use a coach. Particularly when I'm temporarily out of sync. It amazes me how my coach can watch me hit just a few balls, have me make a few minor adjustments, and have me once again striking blazing rockets 300 yards down the center of the fairway. Well, maybe, 250 yards with the wind and a good roll on a hard sun-baked fairway, while leaning a bit to the right.
The point is that even though my mind thinks it knows what I should do with my swing, the muscles doing the work often say “Huh?” But my coach helps me get back in the zone, and gives me suggestions for practice drills.
And I see the same things happening with sales professionals.
Sure you can get somewhat better on your own, if you have the desire, are willing to research new ideas, and work independently. But we all have those blind spots in our rear view mirrors that we don't even know exist. Therefore, to make a quantum leap, get a coach. You should seek out the best you can find. Typically it's your manager or supervisor, or maybe it's an accomplished sales rep you respect. Maybe a knowledgeable pro outside of your company. Ask them to review your calls-either on tape or live-on a weekly basis. Why You Need Coaching We don't know what we don't know. You might be doing something wrong, but not even know it. A friend of mine hasn't progressed much in his golf game during the past couple of years. Not surprisingly, he has never, ever taken lessons. He has said, “I don't know what I'm doing wrong, and wouldn't know how to fix it if I did.” oPractice does not make perfect. Practice can be a dangerous thing. Because, if you continue committing the same mistakes, they become habits. Perfect practice makes perfect.
Suggestions for Productive Learning Sessions
Maximize your time together. The best use of time is to have a coach listen to tapes of calls. Dead time between calls and non-contacts can either be edited out or fast-forwarded through. (Our Recorder Link product plugs into your phone and your tape recorder, clearly taping both ends of the call. It's $20.95. Call us at 800-326-7721 to order.) Discuss positives, then suggested changes. When I coach-whether it be telephone calls of sales reps making over $100,000 or my kids' basketball, baseball and softball teams-I use the same format. Praise the person and the positive performance first to reinforce it, then make any suggestions, explain why, and demonstrate personally or give examples. On calls I start by asking what they liked, I then state positives I observed, next ask what they would have done differently, and finally I'll make my suggestions. I suggest you and your coach work something similar.
Reflect on the coaching session. Learning takes place after an event, when you ponder it and break down its components. Discuss for several minutes what you covered.
End with an action step. Be certain you receive an assignment to work on during the time between sessions.
About the Author
Art Sobczak helps sales pros use the phone to prospect, service and sell more effectively, while eliminating morale-killing "rejection. To get FREE weekly emailed TelE-Sales Tips visit: http://ww.BusinessByPhone.com
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