Sales Quote Of The Day
The soldier who practices the most bleeds the least.
Today’s Sales Nugget
What is your sales drill?
I am fascinated by army and the kind of drill that they go through every day. Once I asked an army officer, “why do you need to do all of these every day? There is no war that you and I foresee.”
He said, “We don’t practice keeping the war or enemy in mind, we practice keeping the victory in mind. We win only because we sweat hard in practice each day. It’s our ritual and we do not ever skip it”
This is a great lesson to learn from army. They do the drill as if they are going to face the war in reality and are focused on winning the war.
In sales, it’s just the same.
If you do not practice each day about how to handle objections, what is FAB message, what is my target market, my target this month, we will just repeat mistakes and eventually lose.
Just like an army drill, design a sales drill for yourself and your team. It is an everyday drill before you start your work. This is where you and your team spend 15-20 min to go through the plan and practice the day before you start the day. If you do not have a drill you must create one.
Structure Of Your Sales Drill:
- Set the intention of the day
- Define the key result that you are working on
- Discuss challenges that any one is facing & handle them proactively
- 5 minutes to educate about one sales concept (Ex- handling sales objections, how to qualify, etc)
There is a famous quote I am reminded of – “the soldier who practices the most bleeds the least”
Design your sales drill and share it with your team.
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