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There are successful sales leaders who treat their teams like sports teams. You can see similarities in goals, values, and techniques.

Take one step back and you’ll see that it’s possible to know more about sales from watching sports and especially what the top teams do to succeed.

  1. Attention to Detail

Whether it’s team or individual, small details can make a lot of difference in sports.

A simple formation tweak can go a long way and sometimes be the difference between a win and a loss.

This readily applies to sales. Changing a few words here and there in your pitch can decide whether you’ll close the deal.

Break down your technique into small segments and think about what you can change or tweak. Look hard enough and it’ll all become clear.

  1. The Weakest Link

A team is as strong as its weakest link, be it a sports team or a sales team. Remember this if you want to have a team full of A-grade salesman.

Promoting healthy competition is a great way to accomplish this. 

Aside from competing with other teams, the team members should also compete with one another. Chances are those who need to grow and improve will find room to better themselves.

If you create a competitive atmosphere, you’ll be able to set high standards within your team. 

  1. No Room for Complacency

It’s important to celebrate huge wins. But you must never get too comfortable.

When LeBron James won the NBA MVP award and championship with the Miami Heat in 2012, he could’ve easily taken a break and enjoy his success.

But the very next year, he led his team to another championship and had himself another MVP season.

Even if you’re happy with the results, make sure to keep working and leave cockiness behind.

There will come a time in the life of a business when the principals have to challenge the prevailing ideas and methods.

Most business processes come with an expiration date. You don’t want to be one of those stuck behind worn-out ideas. It’s perhaps even more true in sales.

Yet, I see this a lot in the sales industry. The rules of the game are changing on a regular basis. That’s why it makes sense to not think like everybody else.

Here are two lines of thought that are worthy of your attention.

  1. The ‘No’ Paradigm

For the longest time, a salesperson’s biggest challenge is in objection handling. There’s a whole field of study around the art of turning a no into a yes.

However, if you’re still doing this, it might be time for a mindset shift.

Progressive companies understand the difference between a sales call and a fit call. They also focus on the latter.

Not every prospect will be a good fit. You’ll have to be selective and pick only those whom you want to work with.

Being desperate can easily affect your reputation. 

Remember that you can’t be everything to everyone, which you shouldn’t even try. You can only provide exceptional services to select groups of people. 

You want to be the one who knows how to solve the right problems. That’s how you get people excited to work with you.

  1. Growth Drivers

Many people equate sales to numbers. They spread as wide as possible to land as many sales as possible.

If you really think about it, wouldn’t it make sense to go deep instead of wide? Building relationships with your current clients can ensure stable long-term growth.

Nurture those who have put their trust and money in you. You’ll often find that it works much better than focusing on getting new clients.

When you think of soccer, there is a small selection of teams that instantly come to mind. Manchester United is often one of the first.

Manchester United has always achieved success. That’s true from the Busby Babes era through to their dominance of the game under Sir Alex Ferguson. Even since Ferguson’s departure, they’ve continued to win trophies even while undergoing upheavals.

Here, I look at one of the reasons why.

They Have the Courage to Buck Trends

Soccer is often seen as a big money game. Teams buy the best players and they eventually achieve results.

Manchester United has been a part of this trend, of course. But they’ve also bucked it repeatedly over the years. Think about both the Busby Babes and Alex Ferguson eras. In both cases, the team relied on young players to inject energy and creativity into their performances.

And in both cases, analysts of the time thought it would be impossible for the team to win anything with “kids”.

Yet these were the two most successful periods in the club’s history.

Manchester United has the courage to do things differently from the established norms. Many will still claim that they “bought” their success. But the truth is that they’ve invested in youth where other teams buy more established players.

What can a sales professional learn from this?

It’s all about courage.

There are periods where the club has struggled to keep pace with its rivals. It’s only after changing their behaviours and focusing on youth that they achieved greater success.

Such a massive upheaval requires courage.

Think about how this applies to your career. You may find yourself struggling despite doing what everyone says you should do to be successful.

Buck the trend.

Have the courage to try new things and success is more likely to come your way.

Everybody has patterns of behaviour.

The key to success in sales is to become self-aware enough to recognise what your patterns are. Only then can you focus on changing the patterns that don’t serve you so you can develop new behaviours.

When you’re at that stage, you’ll be able to develop the three key behaviours that make a great salesperson.

Behaviour #1 – Focus on Value Over Price

This is a particularly important behaviour when you enter a negotiation. Ultimately, you want somebody to buy your product or service. But you can’t head into the negotiation with price as your only trump card.

You need to offer value beyond the price.

Great salespeople focus on the value that their solution offers to the customer. The price is almost secondary.

They’ll establish what the client really needs so they can discuss how their product suits that need. They enter any conversation with multiple value propositions beyond the price.

Behaviour #2 – They Stimulate Their Creativity

It’s easy to read from a sales script. But when you follow that model, you allow the script to limit you. When an obstacle gets presented to you that the script doesn’t cover, you’re lost.

The best salespeople stimulate their creativity to better engage with such issues.

I believe that asking questions of yourself is the best way to do this.

Ask yourself what you can learn from a situation and how you’ll adapt to it in the future. This forces you to come up with more creative solutions, which you can apply when speaking to clients.

Better questions prompt you to create stronger responses. They also raise your self-awareness and help you to see where you may be going wrong.

What makes somebody a high performer?

It’s the habits that they develop over the years. And the interesting thing is that these habits apply to so many different fields. The biggest and best entrepreneurs in the world are salespeople at heart.

And that means that any sales professional can apply what they do to improve themselves.

Here are three performance habits that you should adopt today.

Habit #1 – They Generate Energy

Richard Branson famously wakes up at 5am and exercises during the morning to generate the energy he needs for the day. If you read into any successful person, you’ll usually find that they have some sort of exercise routine. Or, they meditate or take quick breaks to take their minds off work for a moment.

An energised person can attack a task with greater vigour.

When you’re starting to flag, find a way to energise yourself. You’ll spark your mind back into life in the process.

Habit #2 – They Create Necessity

Psychology plays such a huge role in success.

If you attach necessity to what you’re doing, you’re far more likely to succeed. We see this in athletes who dedicate their performances to their parents. They’ve created a psychological advantage because they have to do something for the people they care about.

When sales becomes a necessity, rather than an option, you’re more likely to succeed.

Habit #3 – They Have Courage

Change of any type requires courage. It’s far too easy to fall back into your comfort zone.

As a sales professional, doing that means you’re not adapting to your audience. You’re not looking for ways to meet their needs and change based on the environment presented to you.

Successful people have the self-awareness needed to recognise when they have to change. More importantly, they have the courage needed to see that change through.

Serena Williams is a giant in the game of tennis. She’s on the verge of becoming the most successful female player of all time.

And even now, as she nears the twilight of her career, she’s still a major threat in every tournament.

Why is that?

What habits does Williams have that set her apart from her peers? And more importantly, what can you, as a sales professional, learn from her?

Here are two habits.

Habit #1 – Unbreakable Focus

Nothing can pull Serena Williams’ focus away from her goal.

That ability to zone in on what she wants and keep working towards it has defined her since she was a child. When she first learned how to play tennis, she did so on broken courts while surrounded by poverty.

She did not allow any of it to distract her. Serena made no excuses. Instead, she set her goal and followed a simple plan to achieve it. Her ability to focus, no matter how tough things get, helps her to succeed.

There’s a simple lesson for sales professionals here. If you’re trying to do too many things at once, you can’t focus. Keep your plans simple and maintain your focus to achieve your goals.

Habit #2 – She Knows How She Works

Serena Williams has a high enough emotional intelligence to know exactly how her body works.

Watch her on the court. When she’s not moving well, she’ll start jerking her limbs around to activate her energy. She’ll even scream at herself to move.

Most people wouldn’t do that. However, Williams knows that these little techniques work to change her state of mind and get her back on track.

You may not need to use the same tricks that Serena uses. However, you do need to find ways to change your state of mind when things aren’t going your way.

Any soccer fans out there will likely recognise the name Pep Guardiola. He turned Barcelona into a soccer powerhouse before moving to Bayern Munich and doing the exact same thing.

Right now, he’s the manager of Manchester City. And he’s achieving just as much success there as he has elsewhere.

He’s an elite soccer manager who achieves success wherever he goes.

But what can a salesperson learn from him?

Here are two secrets to Guardiola’s success.

Secret #1 – He Adapts to Every Situation

Soccer is a fluid game. Every manager sets out their tactics before the match. And on occasion, an opposing manager gets the better of Guardiola’s team during the first half of a game.

Guardiola doesn’t just plough ahead with the strategy that isn’t working. Soccer star Dani Alves says that Guardiola will sit quietly in the dressing room and think for a moment. Then, he’ll spring into action and devise brand new tactics based on what he’s seen in the first half.

Salespeople can do the same thing. If you’re struggling, take a step back and assess the situation. Is there a common issue that’s stopping you? If so, how can you adapt to overcome that barrier?

Secret #2 – He Keeps it Simple

All too often, we overcomplicate what we’re doing as salespeople. Scripts get longer and more convoluted as we try to sell all manner of products.

Guardiola says that keeping things simple is key to his success:

“The basic concept…was that doing the simple things well gave you a 75% chance of winning.”

Keep your plan simple. Get all of the small steps right and you’ll increase your chances of selling more.

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When a property market starts struggling, only the most resilient real estate agents survive. These are the three secrets the mentally resilient real estate agents all have.

Any real estate agent will tell you that the property market moves in cycles. We’re seeing that right now in Australia. After several years of a boom period, the markets in Sydney and Melbourne are on the downswing.

When the market’s at its peak, everything’s rosy for estate agents. They don’t have to scrape and claw to find opportunities because there are plenty available.

It’s when the market hits a trough that mental resiliency becomes so important. The real estate agent has a battle on their hands. They need to find new ways to achieve success.

The simple fact is that there’s a clear link between success and mental resiliency.
A study conducted by Business Consultant Sarah Bond and Dr. Gillian Shapiro emphasises this point.
They conducted a survey to find out how important resilience is to career success. Their survey discovered that 99.9% of participants point to resilience as being important. 56% of those people said it was essential.

The market’s seemingly on the verge of collapse and banks have made it harder than ever to get loans. Estate agents may feel like they don’t have many options. Homeowners aren’t selling and buyers have it tougher than ever.

Without mental resilience, real estate agents will not survive the market’s troughs.
These are the mental resilience secrets that the world’s top real estate agents use to survive and thrive.

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Secret #1 – No One-Size-Fits-All Approach

Real estate agents have it easy when the market is at a peak. They put a property listing up and the market does the work for them. They don’t have to graft to get the sale. Buyers flock to them and make it easy.

But when the market bottoms out, that approach isn’t going to work anymore.
Despite this, many agents just carry on doing the same things they always did. They advertise properties in the same way and don’t make any adjustments.

The mentally resilient agent does things differently.

For one, they recognise that they need to adapt so that they can negotiate better. Buyers can’t get the financing as easily and they’re going to put a lot more thought into major purchases.

Think about it like this. McDonald’s has a one-size-fits-all approach. They have their menu and you’re either going to buy from them or you’re not. They’re not going to change their approach because it’s bringing success.

That’s because the customer only has a couple of factors affecting their decisions. Are they hungry and do they have the money to buy the meal?

That approach doesn’t work in real estate. Even if someone wants a property and can access the money, they have all sorts of other issues affecting their decisions.

Are they buying at the right time? Are they ready for the commitment? How much of an impact will the purchase have on their lives?

Those are the questions you’re going to have to confront when trying to sell. Resilient agents recognise this and account for it.

Secret #2 – Behaviour Over Processes

When the market turns, the old scripts and processes aren’t going to work anymore. The agent has to adjust and account for the changing social dynamics that influence the purchasing decision.

The key challenge now lies in convincing people to bid on properties in the first place. To figure that out, the real estate agent needs to have a good grasp of customer psychology. They have to understand how a customer will behave in relation to the market they’re presented with.

The buyer is no longer confident that they can make the purchase, at least not at this point in time. And if an agent’s acting like the market’s booming, they’re not showing the behaviour that’s going to make the buyer feel confident.

If you’re behaving like the price is the only thing that matters, you’re not seeing the bigger picture from the buyer’s perspective. A mentally resilient agent understands that they need to change their behaviour. This allows them to develop new skills to reposition themselves in a tough market.

Secret #3 – Self-Awareness

So many real estate agents don’t want to accept the market for what it is. That’s what leads to them sticking with the same behaviours and processes. They’ve deluded themselves into thinking that the old techniques will work even though new challenges stare them in the face.

That’s a recipe for failure. As the reality of the market hits, the agent panics. They can’t deal with the emotions that come along with the turmoil. Eventually, they go out of business.

Self-awareness is the key. Resilient agents have the ability to tune into their internal thoughts and emotions. This means they have the emotional intelligence to confront the situation for what it is.

They can examine the facts around their faltering performance without panicking. Instead, they step back, see what’s not working, and make the adjustments needed.

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Why is This Important?

We’ve seen this inability to adapt throughout 2018. As the market has faltered, agents have started to cut back on their marketing. The methods they used during the peak periods aren’t working. Instead of making adjustments, they just stop advertising entirely.

To them, it’s just wasted money.

The problem is that this creates space for the more resilient agents to step into. These resilient agents have the ability to empathise with buyers and see what they’re going through. They don’t just see them as sales numbers. They understand the psychology behind the decisions that buyers are making.

This allows them to reposition themselves. They’re no longer operating out of the need to make a sale. Instead, they operate with the intention of helping the client. This practically delivers the deals to them.

That’s crucial for surviving during the bleaker market periods. However, it also means that these resilient agents start taking over the space that the less resilient ones leave behind. When the market rebounds, the resilient agent is in a position to capitalise.

The Final Word

It’s easy to sell during the property market’s peak. The buyers flock to you, which means you don’t have to understand the psychology behind their decisions.

It’s when the market bottoms out that we see a separation between the resilient and everybody else.

The most resilient agents realise that the one-size-fits-all approach isn’t going to work anymore. Instead, they adjust their behaviour based on client psychology. They work out what the buyer needs from the deal to make it appealing to them and adjust accordingly.

Most importantly, they’re self-aware enough to recognise when they need to make changes. Without that self-awareness, an agent may not even know there’s an issue until it’s too late. Then, they panic and fail to find a solution.

This creates space for the resilient agents to move into.

At Frontier Performance, we can show you the crucial role that your emotional intelligence plays in sales success. We’re also offering complimentary training to selected prospects. Visit our website to discover if you’re eligible.


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3 Secrets about Negotiation Skills You Probably Don’t Know (And The Difference Between Salespeople and Negotiators)

If there’s one consistent thing about Donald Trump, it’s that everybody has an opinion about him.

But love him or hate him, there’s one thing that you can’t deny. Trump has spent his life doing deals – financial, political and personal.

It appears that Trump enters every negotiation with an agenda. He knows what he wants to achieve and he has a plan to get it. In fact, he chases his agenda relentlessly until he finally gets what he wants.

He’s not looking to sell you anything. Instead, he’s negotiating to achieve his aims.

That’s something that many people don’t understand. Selling and negotiating are not the same thing. Here are the reasons why.

The Differences Between Selling and Negotiating

The differences between salespeople and negotiators come to the fore during a negotiation.

More often than not, the salesperson ends up on the losing end. That’s because they don’t understand the key differences between a negotiation and the setting they’re more familiar with.

Difference #1 – Negotiators Have Principles

A salesperson is usually only focused on achieving a sale. That means their discussions almost always come down to one thing – price.

The salesperson wants the sale and the customer wants the best price.
If the customer isn’t sold on the price, the discussion ends.

However, negotiations have principles. Each participant goes in understanding that they want to achieve something. That means they need to set the principles of what the deal needs to be.

A good negotiator sets principles and values that benefit both parties. They’re firm on their principles in terms of what they need from the deal. However, they also know that they need to create a deal that’s fair for both parties.

Difference #2 – Negotiators See Things From All Perspectives

Again, this comes back to the singular focus of a salesperson. They’re so focused on getting a sale that they’re not seeing the situation from all perspectives. That means they can’t think creatively in order to strike a deal.

This almost always leads to them just lowering the price to get a better deal.

Negotiators can see the deal from every possible perspective. They’re looking to satisfy the other party with more than just the product. For example, there’s an interesting phenomenon in negotiating. Often, the other party feels more satisfied if you ask for more from them. That’s because you’re asking for a deeper commitment, which makes them feel more valued.

A salesperson often asks for less, which makes both them and the deal they’re striking less valuable.

Difference #3 – Negotiators Understand All of the Issues

In sales, you only need to know two things:
* The other party has a pain point.
* The other party has the ability to buy.

Once a salesperson establishes those two things, they jump straight into trying to make a deal. They have something to sell and they’re trying to convince the other party that they can solve their problem.

As mentioned, negotiators see the deal from an array of angles. They understand they’re trying to get more out of it than a sale. And they also know that the other party may have several issues that they need to confront. This understanding allows them to come up with more creative solutions, even when price is a sticking point.

What Do Negotiators Do Differently?
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An Expert Negotiator Knows Their Exit

The regular salesperson operates out of need.
They need to achieve the sale, which means they’re going to cling on even when things don’t turn out well for them.

An expert negotiator doesn’t enter a negotiation with that sense of need. At no point will they allow themselves to appear desperate. They know exactly what they’re bringing to the table and how they will create value for the other party.

As Trump puts it: “The worst thing you can possibly do in a deal is seem desperate to make it. That makes the other guy smell blood, and then you’re dead.”

The negotiator also knows exactly what they require of the other party if they’re to create value for them.

This means they have an exit point. If the other party won’t provide what they want out of the deal, an expert negotiator has the emotional strength to walk away.

This proves much more effective than the desperate acts of the salesperson. By walking away, the negotiator is telling the other party that they know just how much value they offer. They are also telling them that they know somebody else will give them what they want to get that value.

When they exit a deal, they often create a situation where the other party wants back in to the point where they offer what the negotiator wanted all along.

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The Negotiator Negotiates on Multiple Issues

As mentioned, salespeople often zero in on price as the one area they’ll focus on in a negotiation. However, most people consider more than just the price when they’re looking to strike a deal.

The negotiator understands that, which is why you’ll rarely catch them negotiating on a single issue. That’s haggling instead of negotiating.

The negotiator knows that the other party will challenge them on multiple levels, from quality and performance through to the support they offer. If they experience push back in regards to price, they can immediately jump to one of these other levels to show that the value they offer is worth the price.

The Negotiator Can Handle the Choking Point
Eventually, the deal will hit a tipping point.

That’s when you’re most likely to choke. Your mind starts to panic as you look for a way to close the deal.

This is an emotion and you need to learn how to manage it before you can become a great negotiator.  Expert negotiators handle the choking point better than most people.  They are able to remain calm during negotiations, where others might panic.

The Final Word

Expert negotiators have the emotional resilience needed to handle the pressure of the situation.

They always set their principles before negotiating and know what they want, what they offer, and when they’ll walk away. They’re never desperate and are able to negotiate on multiple levels.
So do you think Donald Trump is a negotiator or a salesperson?

Either way, watching how high profile deal makers use, or don’t use, these  approaches can help  transform you from a salesperson into a negotiator.

Frontier Performance can help you. We’re offering complimentary training to selected prospects. Just head to our website to find out if you qualify.

 

You want to increase your sales and stand out in your field. Learning from the greats is the best place to start. And there’s nobody greater than New Zealand’s national rugby union team.

There’s no question that the All Blacks are the best rugby team in the world. They hold the record for most Rugby World Cup wins. They have a winning record against every nation they ever played.

But did you know that they have the highest winning percentage of all sports teams in the world? This means they’re better at rugby than the Brazilians are at football.

Out of 572 matches, the All Blacks won 443 of them. No other team can compete with this kind of excellence over time.

If you’re like me, you want to know what makes them tick.

Why is this team so much better than all their rivals?

And how do the players handle the massive pressure they’re under? Every single Kiwi relies on them to uphold this amazing legacy. How can you perform well when the stakes are that high?

Success Depends on More Than One Thing

Obviously, the All Blacks have an amazing pool of talent to work with. New Zealand takes rugby seriously, and every kid has the chance to become good enough to represent the country.

It’s no surprise that the All Blacks have a very strict physical training regimen. “No Excuses” is painted on the walls of their gym. Every player takes these words to heart.

They also have access to the experiences and knowledge accumulated over more than a century. New Zealand played its first international test match in 1903. Ever since then, they’ve been a force to be reckoned with.

Talent, dedication, experience.

All of these traits are crucial to success. But they aren’t enough to become truly great.

There are many other factors at play. I want to talk about three fascinating things that make the All Blacks stand out. All of these things together help them dominate the world of team sports.

Secret #1 – No Complacency, Ever

With that kind of history behind you, it’s easy to get overconfident.

This is particularly true after you’ve had some personal wins.

In the All Blacks, every player gets his time to shine. Normally, this leads to inflated egos.

But in this team, everyone is down-to-earth. They all have an impeccable work ethic.

So how do they keep from getting comfortable? Why do they approach every single test match like it’s life or death?

The Positive Effects of Pressure

Every player on the team has to deal with the weight of a nation’s expectations. The coaches are under the same kind of pressure. This creates a unique kind of team unity.

The All Blacks admit to feeling the strain of success. But they don’t let it control them. As a team, they have worked out many different ways to combat stress and nervousness.

When it comes to the everyday grind of training, the pressure is a positive motivator. It also helps them feel alert and prepared to take on every challenge.

For the All Blacks, there is no such thing as an unimportant match. They give it their all every time.

The haka they perform at the beginning of every match shows their determination. Watch their body language the next time they play a test match. They radiate confidence and you can tell they are ready for anything.

The Egalitarian Structure Behind the All Blacks

It’s not surprising that the All Blacks have loads of internal rules. But some of the rules might surprise you.

Did you know that even their star players have to clean up after themselves in the locker rooms? Nobody gets to be late or skip a meeting. The rules apply equally to all the players and even the head coach.

Many other sports teams have a hierarchical structure. Those on top get to boss everyone else around. You don’t get to voice an opinion until you’ve moved up the ranks.

With the All Blacks, nobody gets preferential treatment. If you break the rules, you get replaced.

Why does this make them successful?

When everyone gets treated the same way, nobody has time to grow comfortable. Every team member has to do his job correctly. The same attitude applies to the Baby Blacks and other national union teams.

This approach also helps them keep to the right mindset. No individual player is more important than the whole team. The focus stays on the game rather than on who’s in charge.

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How Can You Use This to Increase Your Sales?

If you are really good at your job, complacency is a danger you have to consider.

It’s easy to get used to a single way of doing things. But you can’t achieve greatness unless you keep challenging yourself every day.

To increase your commissions, you need to exceed expectations all the time. So make use of that pressure and let it motivate you. Keep asking yourself whether there’s anything you could be doing differently.

It’s also worth thinking about the structure of your workplace. Are the decision-makers willing to make changes? Or do they tend to stick to established routines?

This is something to keep in mind as you progress in your career.

Secret #2 – Psychology Matters

If you ask any of the All Blacks about his success, he’ll mention all the psychological work that they do as a team. They have a mental skills coach of their own. His name is Gilbert Enoka and he’s done groundbreaking work with the players.

Sports psychology is an important cornerstone of the All Blacks’ success. Other rugby teams have only started to catch on.

Here are a few important tips that we can learn from Enoka.

Keeping Focused on the Now

In a high-pressure situation, it’s easy to lose focus. You might zone out and start thinking about something irrelevant. You may get overwhelmed by the big picture.

This is a serious problem in sports.

But there are exercises that players can do to combat it. Through rigorous work with Enoka, the All Blacks learn how to direct their focus to the game.

Creating Habits

The haka is just one example of the team’s established habits.

They also have a schedule they keep to. Getting enough sleep and eating well is important to them.

Every player has a rigorous routine that he sticks to all the time. Additionally, they all have a number of established habits on the field.

Habits help the All Blacks get into the right mindset for victory.

This also helps them treat every training session as an important game. At the same time, their habits keep them cool even during World Cup matches.

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The Value of Downtime

With Enoka’s help, the All Blacks do a great deal of community education. One topic they talk about frequently is mental health. Specifically, they teach young people how to deal with stress.

Their best solution to stress is simple but effective. The All Blacks have scheduled downtime where they put the game aside for a while.

Here’s what Enoka has to say about taking a break: “I have a very deliberate day that actually fills my tank and no matter where I am in the world, I can get access to those things.”

He recommends simple activities such as taking a walk, watching a movie, or going out for coffee. Just focus on what makes you happy. This will help you recharge and do well at your job.

How Can You Use This to Increase Your Sales?

The All Blacks are open about how much Enoka’s work has helped them all. He worked on their emotional intelligence and taught them useful skills.

To become an excellent salesman, you have to increase your ability to focus. Think about the practical and internal habits you have developed. Your routine can help you get through stressful moments.

Take breaks regularly. Don’t neglect your mental health and wellbeing.

Most importantly, you should consider asking for help if you need it.

Would you rather work with a trained professional? Attend a course? Read a book? There are options out there for everyone.

Secret #3 – Change Is Always Worth the Risk

This may be the most important thing about the All Blacks’ approach to the sport.

They aren’t afraid to evolve. Every year, they display something new on the field. Their playing style is creative, passionate, and innovative.

Without innovation, you can’t become truly great. For example, hiring a sports psychologist was unheard of in rugby until the All Blacks decided to do so.

Take Inspiration from Your Defeats

The All Blacks have a proud history of success. But there were a few dark moments in their history.

In the early 00s, the All Blacks played a series of disappointing games. You may remember the binge drinking scandal in 2004. They suffered a crushing defeat against South Africa and came under public scrutiny.

This inspired the team to change.

Today, they are the most disciplined team in this sport. Their ethos is impeccable. You can see their dedication to sportsmanship in every game they play.

The defeat changed their approach to rugby. There was no more drinking, and they hired Enoka soon after. Additionally, they implemented practical changes in their strategy.

Free Exchange of Ideas

Here’s an interesting difference between the All Blacks and European rugby teams.

Instead of focusing on their own clubs, the coaches are all dedicated to the national rugby union. They exchange ideas easily, and there is a lot of cooperation. All Blacks coaches are also happy to share their experiences with other countries’ teams.

This approach makes it easier for creativity to flourish.

How Can You Use This to Increase Your Sales?

To maximize your sales, you have to keep up with the times.

Tried and tested approaches don’t always cut it. You should try new strategies. Experiment with what works best for you.

If you suffer a temporary setback, let it guide you. Some of the best ideas are born as a result of messing up.

Don’t be afraid to listen to advice. It also helps to share your expertise with others. After all, shared tips can be a good way to form new professional connections.

All in all, it helps to stay creative and flexible. The world of sales is fast-paced, and this is the best way to keep up with it.

A Final Word

Let’s go over the main points one more time.

  • Use pressure as a motivator, but don’t let it define you.
  • Don’t grow complacent even after you’ve achieved success.
  • If you need help with the psychological aspect of your job, consider talking to a professional.
  • Work on improving your focus.
  • Create habits that will get you through the workday.
  • Schedule periods of relaxation and use them well.
  • Never stop evolving.
  • Your failures can lead you to better results.
  • Maintain a good working relationship with other salespeople and stay open to new ideas.

It all sounds simple enough, right?

In my experience, your sales depend on how well you can handle pressure. So modelling your approach on the world’s most successful sports team makes sense. If they can handle the stress, so can you.

But it’s not going to be easy.

Most of these changes depend on your willpower. You have to be firm about the decisions that you make.

Always question yourself. Are you getting too comfortable in your current role? Are you maintaining flexibility?

It’s not easy to get started with this kind of personal evolution. However, the results will be worth it.

If you’re interested, why not look into our complimentary training session on the Psychology of Sales?

One of the topics we cover is the emotional roller coaster that comes with this job. Working out how to ride the roller coaster is the key to managing stressful situations. Once you get a grip on that, you can expect a series of wins.