Few in our industry practice, or I should say, few do “low risk” practice. Unfortunately, most producers practice on their best prospects or clients.
Have you ever heard of an athlete making it big who hasn’t spent hours – thousands of hours – practicing on perfecting their skills? Not only is practicing especially important when you are trying to learn a new technique or skill, but it also applies to keeping sharp on the basics.
Tony Gwynn, a Hall of Fame career 300+ lifetime batting average hitter, practiced hitting 300 baseballs a day off of a tee! He is one of the greatest hitters to ever play major league baseball yet he practiced the most fundamental thing every day of his career.
Jerry Rice is another great example. During practice when he would run a route and catch the ball he would turn and sprint down to the end zone every time. Other receivers would practice running their route, catch the ball, toss it back to the quarter back and then jog back into line. When Jerry Rice was asked why he would spend all of his energy in practice sprinting to the end zone after every catch he replied that it was because he had an expectation that every time he caught the ball, he would be getting into the end zone. So he made sure that he did the same in practice so that it would translate to touch downs in the game.
The same should be true in the world of professional business. If you want to appear professional, self-assured and confident with your products and services your message must come across as second nature. The only way to accomplish this is through practice. You should practice your topics, technical explanations, and your response to possible objections. To ensure success, practice your presentation out loud. Practice the presentation with all members of your team who will be attending the meeting as well.
Practice, Practice, Practice! This will always make you better and keep your edge sharp!
There are a countless number of items that you can and should practice. I have named only a few situations and suggestions but the point is to be purposeful about each of your interactions with prospects and clients. Continue to take note on what works and what needs to be improved upon so when you have your opportunity to land that big contract you have been waiting for, you will be ready!
Image source: http://chimeraobscura.com/vm/images/gwynnbox.jpg