If you’ve ever played golf you’ll notice that your focus is seldom on beating the other players.
I’ll bet you pay very little attention to anyone’s score but your own.
This is because the goal of golf is to increase your ability and lower your handicap, NOT beat your buddies.
Case in point:
Tiger Woods recently won his first golf title. In 5 years!
Why did it take him so long?
Three words – lower back injury.
Tiger doesn’t think much about his competition.
He once said:
“I can’t control you. The only thing I can control is me,”
So, instead he focuses on his ‘inner game’ both physically and mentally.
Selling is no different.
In sales we tend to hear things like…
Know your product, study the competition, or the latest advice – disrupt your prospect’s status quo.
But, these efforts are all externally focused and akin to taking your eye off the ball in golf.
And you know what happens when you do that?
Slice, hook, sand trap, water.
Here’s what I mean…
When your selling efforts are externally focused you’ll be busily engaged in low value sales activities like….
Sending off competitive analyses to prospects (showing how your company’s features and benefits are the superior choice)
Sharing white papers intended to create fear, uncertainty, and doubt (FUD) and/or fear of missing out (FOMO).
Shamelessly promoting your company, on social media.
But when you’re playing the ‘inner game’ (like Tiger does), your selling efforts are internally focused.
You’re more concerned about…
The first impressions you’re making with prospects.
The choice of words you’re using.
The message you’re conveying.
And the quality (not the quantity) of conversations you’re having with them.
When you start playing the ‘inner game’ of selling you’ll transform yourself from flogger of information (external focus) to purveyor of wisdom (internal focus).
Want to hit your number this year?
Then tee up your ‘inner selling’ game.