To some the beginning of April means the hope for a sunnier tomorrow, to others it’s about a monumental tradition: The US Masters. For decades dating back to 1934 (for more fun trivia about the tournament, visit The Masters FAQ on About.com), The Masters and its equally celebrated Green Jacket has captivated the admiration of millions, creating household names and intensifying competition. And unlike with other sporting events, The Masters is held in the same golf club in the city of Augusta, Georgia, every single year – with competitors putting on the same green and on the same hole. So while there’s quite literally a level playing field, individual scores are different every time, with golfers taking a unique approach each time they hit the fairway. Much of this applies to sales; the game’s the same, but the tactics used can make a world of a difference.
In golf, just like in sales, certain tools combined with particular strategies can have drastic effects on the outcome of a game. While environmental factors and competition are inescapable, a golfer’s caddy, or a sales person’s playbook, is an ace up the sleeve (or in the hole). But there’s much more that can alter the course of a game, whether it’s golf or sales.
Here are a few strategies for making sure you secure a win:
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Change your swing – Sometimes you need to go back to basics (hello, Happy Gilmore’s hockey puck swing!) to get to the next level. Changing how you execute the fundamentals can drastically impact your overall game. When it comes to sales, staying nimble and ready to sell according to every different opportunity is crucial for staying competitive. Doing so involves internalizing agile strategies, permitting reps to personalize their strategies, thus selling with value.
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Select the right club – There are a plethora of clubs, distance readers, putters, gloves, etc. Selecting the right club from your bag (and even what to put in your bag) can make or break your stroke. With sales, selecting the wrong piece of content or presenting unrelated information can be a deal breaker. Arming your reps with only up-to-date and accurate information, in real time, prepares them with the right tools and confidence they need to win.
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Determine the right approach – Even on a level playing field, each lie is different. It’s what makes golf fun! Same hole, different approach. You have to take in context all the elements (literally) from weather conditions to wind to dryness of the grass – all impact how you approach a hole and ultimately how you score. In an ideal world, your sales process will match the way you think – only organized as much as possible. When dynamic and fluid, your selling workflow will seamlessly guide you towards the win, all while providing you with the information you need every step of the way.
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Read the green – The devil is in the details. Being able to read the green – the nuances of the slope, fade, speed – are all critical factors to whether you put the ball in the hole. Never leave a par putt short! In sales, failing to understand the issues your prospects face is a sure way to miss out on that deal. Having on-demand, dynamic content that helps you show and prove your value, eliminates the need for any mulligans.
So there you have it. Follow these tips, grab your caddy (and your sales playbook!) and significantly improve your selling game. And while we can’t present you with the Green Jacket, we do have a Garmin Approach watch to giveaway to help you stay in the lead.
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