Focus Magazine - Summer 2016 - (Page 44)

SELLINGSKILLS What Kid's Soccer Teaches You about Selling ■ By Jill Donahue I was at my daughter's soccer game recently and overheard an interesting conversation. One mother on our team was complaining, "All the other team wants to do is win. Cherry Picker!" she shouted with disdain aer a girl on the opposing team scored a goal. I was confused. And apparently so was the mom on the other side of our vociferous neighbor. Our shouter went on to explain that our coach doesn't care so much about winning but rather building skills. Whereas "all that the other coach wants," she said (with her nose in the air) "is to win!" is dichotomy got me thinking. When I teach life sciences folks the SUASION Staircase that has five steps to influence behavior change, one of the big benefits is that they see and feel success more oen. Instead of feeling frustrated that the person they are trying to influence "didn't buy in" (and jump all the way up the staircase), they leave the call with a smile People are more likely influenced by people they want to be around - a good mood certainly helps. and the satisfaction that they moved the person up one or two steps! I think this feeling of winning is key to future success. Why? 1. Mood - One of the best things when we win a soccer game is that my daughter is in such a good mood aerward. And that mood is contagious to the rest of the family. Likewise in a sales call, that feeling of satisfaction fuels your energy while failing depletes your energy. Your mood is brighter and it rubs oﬀ on those around you. People are more likely influenced by people they want to be around - a good mood certainly helps. 2. Your stick-to-it-ness - Not surprisingly, we didn't win that soccer game. Loading my dejected family into our car, I looked over my shoulder and noticed that our team was scattered across the field, dragging their lawn chairs and backpacks to their cars. e other team on the other hand, was still together, on the field chatting and laughing tossing their backpacks and chairs as if they were as light as balloons. Likewise in sales, aer "winning" your bag feels lighter as you pick it up and march into the next oﬃce. It is easier to stay focused on the task - maybe even make more sales calls. 3. Learning - As we drove away, I noticed that the goalie on the 44 FOCUS | SUMMER 2016 | www.L-TEN.org http://www.L-TEN.org

Table of Contents for the Digital Edition of Focus Magazine - Summer 2016

Focus Magazine
From the President: Training, Leaders & Collaboration
Table of Contents
Table of Contents
Guest Editor: LTEN: What's in a Legacy?
Directions: Celebrating 45 Years of Enthusiasm
Front of the Room: Calling Audibles
Neuroscience: The Science of User Experience
LTEN at 45: Community, Clarity and Careers
How to Train the 'Creepy' Out of Closing
Creating the Value Proposition for Mentoring
Creating the Next Generation of Life Sciences Learning
The Power of Quiet: Debunking the Myths
Mobile-Friendly vs. Mobile-First
What Kid's Soccer Teaches You About Selling
Virtual How: Instructor-Led Virtual Classrooms
Ad Index
Focus Contacts
5 Questions with DJ Mitsch

Focus Magazine - Summer 2016