Selling is a Gutsy Sport
By Tony Cole
Yes, you have to have balls to play golf, but just having balls isn’t enough. Balls alone won’t make you a golfer. Golf is a game of extreme skill, just like selling. Success in either activity requires guts, courage, assertiveness, skills, determination, the right behaviors, a solid strategy, consistency in execution and practice.
Play The Sales Brew:
By Tony Cole, President & CEO, Anthony Cole Training Group
I was visiting with my brother, Ray, back in June this year. Whenever we get the chance to visit, one of the things we like to do – besides getting breakfast at a diner, a Philly cheesesteak sandwich or a pizza from Bruni’s Pizzeria – is play golf. In June, we were going to play golf.
I had planned on playing golf so, when I packed for my trip, I brought my golf glove, my golf shoes and a sleeve of golf balls. When we arrived at the club, I put on my shoes and grabbed my glove. We would share clubs. He asked, “Tony, do you have balls?” In typical N.J. fashion, I replied, “What do you mean, ‘Do I got balls?’?!? Yeah, I got balls!”
Golf is one of the few sports played where you have to have your own ball. Croquet would be another. Normally, bowlers use their own balls, but recreationally people share common bowling balls. Bocce players select balls from two available sets, but only use their chosen set when playing. The point being is that – if you are going to play golf – you gotta have your own balls!
But… having balls isn’t enough. You gotta have golf clubs. Tees are not mandatory, but help. Gloves are helpful as are shoes. But, without balls, you can’t play golf. I have all the stuff I need to play golf. If you watched me play, you would sometimes witness that – in order for me to finish 18 holes – I need a lot of balls. The reason I normally start with two sleeves of balls – 6 balls – is that I have a deficit in one really important criterion – skill.
Golf is a game of skill. Extreme skill. But, it is also a game; when being played in a competitive nature, you also have to have “balls” – as in guts, courage, assertiveness, brazenness,etc. Just like selling.
Selling requires guts, skills, determination, the right behaviors, a solid strategy, consistency in execution and practice. These traits, characteristics and skills help salespeople do the following:
- Prospect consistently
- Execute consistently
- Overcome rejection
- Ask difficult questions
- Get to decision makers
- Sell value vs. price
- Ask for and get introductions
- Walk away from prospects that don’t fit the target market
- Ask for the business
- Set and achieve extraordinary goals
Yes, you have to have balls to play golf, but balls alone don’t make you a golfer.
Thanks for listening and, as always, have a perfect day.