As I’ve been out sliding around on my cross-country skis
this week, it struck me how many “lessons” actually apply pretty well to
improving one’s selling skills. Here’s a
short list – please feel free to add another (by the way, this is a pretty
good creativity exercise, too!) –
Concept
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In cross-country skiing…
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In improving your selling…
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Gear matters
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You have to dress for the weather – too much and you’ll sweat a lot
and then get cold, too little and you’ll just get cold. When the gear’s right, it’s comfortable.
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Your material and approach better match your prospects real needs, or
you’ll be out in the cold.
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It gets easier
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First time down a snowy trail is a lot like walking; second time in
your own tracks is easier; after several days, you can glide along well-worn
trails going as fast and easily as you want.
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Anything’s slow and awkward the first time – that’s why you practice! So the first time in front of a prospect, you know the way.
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Inattention leads to surprises
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Couple of times I’ve been distracted by the local deer herd, and as I
gave them my attention while still cruising down the trail, I experienced an
abrupt change in attitude (from perpendicular to horizontal).
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The spills caused by inattention in selling are less physically dramatic
or funny, but a lot more expensive.
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Adapt and enjoy
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As the landscape changes, sometimes you go puffing up a hill with
skis in herringbone position, and sometimes you can double-pole and glide to whoosh
down the trail. Sometimes hard work, sometimes fast, easy, and fun.
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You have to know when to do what, and notice if things start to
change – to react to change in ways
that work.
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How else does XC skiing resemble improving your selling
skills?
And what other “stretch metaphors” might shed some insights
in future posts – maybe golf, or cycling?