How to Master Consistency
The Master’s Golf Tournament signifies the beginning of golf season, but it also represents what it takes to win the green jacket and that is consistency! This tradition is unlike anything else. Over the four-day period, we watched the top golfers in the world compete. On Sunday, Patrick Reed and Rory McIlroy were in the final pairing. On the rest of the field, Rickie and Jordan kept pressing. In the end, the mental toughness and the consistency of hitting the fairways, pitching, and putting are what helped set Patrick Reed in the winner’s circle with Sergio Garcia putting the green jacket on him.
Much like golf, in sales we too must be consistent if we wish to make the green. Your clients expect and deserve to be treated the same way every time with excellence. Therefore, it’s the process we develop that determines our success.
Here are some thoughts on why consistency is critical to your success:
* Consistent sellers work against very high standards. They have an approach to business and to client service that sets them apart from other sellers.
* Practice, practice, and practice. Winners consistently set the necessary time to practice their skill sets.
* Consistent sellers adjust. They create new solutions and approaches when necessary.
* They embrace accountability. They thrive from knowing their clients view them with very high expectations.
* They know they are relevant and they are a resource. They realize that their success over time is what separates them from others.
* They have an excellent reputation and they want to be respected by their clients.
* They love to be measured because they embrace challenges and they push themselves to grow.
* They have a message and they are known for how clearly and effectively they communicate.
* Consistent sellers are superior listeners. They understand that customers want to be heard and understood.
Confidence drives consistency. The best sellers are aware of their talents and they work hard to build upon these talents over time. They understand that patterns of behavior are essential, and perhaps most importantly, they embrace two realities.
1. Success is driven by repeatedly satisfying customers with ideas and service.
2. Success is reliability; customers know they can depend on you for the same performance every time.
You must go out every day to earn your client’s business. You put the work and processes in to secure the victory. My wish for you is that you find more fairways and putt lights out this season.