Michael Jordan, one of the greatest basketball players of all time, is not a loser. His success is the product of his failures.
This is what he said:
I've missed over 9,000 shots in my career. I've lost 300 games. 26 times I've been trusted to shoot the game ball and failed.
The average salesperson does everything to avoid failure.
The best athletes (and business people) know that failure is only a step on the road to success.
It is even a condition for success.
Top athletes spend years and years failing and training.
When you are a salesperson, it is normal to be disappointed when you lose a contract or when you spend all day calling prospects who hang up on you.
Michael Jordan invites us not to give up, to learn from our failures and to keep fighting.
You will fail, again and again, before you win.
Prospects will refuse to work with you.
Failure precedes greatness. There is no such thing as easy success.
Wayne Gretzky, the greatest ice hockey player of all time, said:
The fear of failure paralyses salespeople. If they don't dare, they will fail.
If you want recommendations from your customers, don't wait for them to do it themselves.
Ask to speak to a decision maker, to be put in touch with other prospects.
This will increase your chances of signing more clients.
Most sales people do not step out of their comfort zone. Doing so is a competitive advantage.
The risk of failure is nothing compared to the opportunities lost.
Vince Lombardi, one of the greatest American football coaches of all time, had this to say about failure and how to recover:
His name is engraved on the Super Bowl trophy. The man is a legend!
In sales, as in sport, you will fail.
You will lose business, you will fail to convert the trial in a demo.
You cannot, you must not give up.
In sales - as in sport or even in life - you have to learn to stand up.
Resilience and determination are the key factors for success.
Salespeople must learn to get up even when they fail.
Caude Onesta is a handball legend.
For him, you have to let your performance and results speak for themselves.
Many people say "I will finish the quarter at 200% quota".
You will be laughed in the face.
Do this and everyone will respect you.
Satchel Paige, an American baseball player, is one of the first black players to play in the MLB. He had to overcome many hardships to get there.
It is important to believe in yourself.
But great athletes - Satchel Paige was undoubtedly one of them - know that they do not need the admiration of others to exist.
It's the same for the best salespeople.
They naturally have confidence in their own abilities. This is what enables them to achieve success after success.
Your confidence should never depend on what others think of you.
Sir Alex Ferguson was manager of Manchester United for 26 years. His record? 2 Champions Leagues, 13 English Championships and many more. This is how he approached games:
Always try to win. It may sound obvious but it's not.
You can't settle for a draw. All your sales people must be driven by the same goal: to win.
The mentality - the so-called mindset - counts for a lot and determines your success.
It is easy to become obsessed with the other team.
John Wooden, the most successful basketball coach in the NCAA - he won 10 college championships - was obsessed with a different kind of competition:
In sales, you have to tell yourself that the person you are competing with is yourself and nobody else.
Striving to improve means doing better every day, training and pushing yourself.
Sales, like basketball, is a team sport.
Don't look around you, don't compare yourself: find the strength within yourself to compete against yourself to improve.
Quarter after quarter you must do better, go further. Otherwise, you risk stagnating.
A child prodigy of French football, Kylian Mbappé is best known for winning the 2018 World Cup.
You have made sacrifices to get where you are. Don't forget them.
Always try to leave your mark.
Whether it's about football or a company's history, your performance should leave a mark.
Confidence is an essential ingredient for victory.
Without it, you can't do anything. You can't beat the best.
When you are at your best, you should be able to beat anyone.
Never lose confidence in your ability to do anything. That's what will make you unstoppable.
Zidane was an extraordinary player. Yet he was aware that the team was more important.
Football - like sales - is a team sport.
One of the greatest players of all time understood this. You are nothing without your team.
There are no collective failures and individual successes: we win and lose as a team.
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