Thursday, July 07, 2011

What Tennis and Sales Have in Common

Last week I had the wonderful opportunity of attending the Wimbledon Tennis Championships in London, England. While on a family vacation we had a free day and decided to take the Tube (our version of the subway) to the tennis grounds just to walk around. Much to our surprise we were able to see players warming up and were able to watch a few junior matches and women's matches. Here's a picture of Andy Murray warming up that I snapped (just to prove I was really there!).

What impressed me the most was the intense focus the players had on what they were doing.
-- Making a sale takes focus and keeping your eye on the ball.

The players made every shot their best shot possible.
-- Making a sale requires knowing your product & what you have to offer so that every customer conversation helps to advance your position.

You can have all the tools to be a good tennis player (shoes, racquet, etc.) plus skill and athletic ability but no player can predict where each ball hit will go.
-- Making a sale requires preparing for the unexpected.

Players study their opponents strengths and weaknesses.
-- Making a sale is dependent on you knowing what you have to offer versus your competition.

If a player breaks the rules or is unsportsmanlike he loses the point.
-- Making a sale has unwritten rules of integrity and honesty. Break this rule and you'll pay the price in the form of unhappy customers, a bad public image and lost business.

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