Night_Wolf
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Joined: 08 Nov 2005
Posts: 140
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 Winning Your Major Championship
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By Art Sobczak
Greetings!
(Written from St. Andrews, Scotland) In order to produce the best, most well-rounded sales tips newsletter for you, my valued reader, I search far and wide for material.
The week before last, I traveled to the birthplace of golf, The Old Course, in St. Andrews, Scotland, for the Open Championship in search of a story about goals and accomplishment.
I found one.
Tiger Woods won the Open, as many expected. But we're not talking about Tiger in this column though. Using him as an example for goals is old news. He probably mapped out this second Open victory, shot by shot, when he was 12 years old.
I'm talking about Colin Montgomerie, the guy who came in SECOND.
Montgomerie is the local Scot, for the most part loved by the fans here. In the U.S., Colin is viewed as somewhat of a whiner and a jerk, and has had unfortunate petty run-ins with fans and the media.
Colin hasn't done well the past few years, dealing with a few personal and golf issues. He hasn't even finished close in in a Major championship since 1997.
But through three days of the Open (that's how they refer to it here; In the U.S., we call it the British Open) he was in third place, just three shots behind Tiger. He even was paired with Tiger on Saturday, and outplayed him.
Having Clear Direction Ok, here's where the relevant stuff comes in, especially for you non-golf fans.
While walking the course following the action, I was listening to the local radio broadcast of the matches. In an interview before Sunday's final round, Montgomerie was casually asked if he had thought what score he would need to shoot to catch Tiger, and perhaps win.
Without hesitation, he said,
"I need to shoot 66. I'm confident that will either get me into a playoff, or win outright. That means I need to get a birdie in one out of every three holes."
Wow! Impressive. He set an objective and knew precisely what he needed to do in order to accomplish it.
And, through the first nine holes of the final day, at one point he was doing better than his plan. However, he stumbled a bit, Tiger was Tiger, and Monty came in second.
What's that you say? "Big deal. Second doesn't get the champion's trophy."
Right. But, without the goal, the vision, and the planned-out steps to reach the goal, he likely wouldn't have finished anywhere near as well as he did.
He didn't win that one. And we're not going to win them all. But, by practicing the fundamentals, we'll do better than most, and win our share.
The best, most successful, and wealthiest sales reps I know can answer achievement questions like Monty did.
Here's a question for you:
Where do you want to be at the end of 2005, and how will you get there?
If you don't hesitate with your answer, I'd bet you reach it. If you hem and haw and dance around the answer, well, good luck to you.
Let's break down the components at work here.
Big Picture Objective
What is the ultimate goal? What is YOUR Major Championship?
Smaller Objectives Along the Way
What "checkpoints" do you have along the way to measure yourself? Where do you want to be at the end of August and October?
Specific Tactics You Must Implement
What will you do to reach the main and smaller objectives? What must you change personally in order to have a chance? How will you reward yourself when you reach it?
Winning at anything, especially sales, involves executing the fundamentals over and over. Use these ideas and I'm confident you'll win your Major Championship.
*About the Author: Art Sobczak works with thousands of sales reps each year helping them get more business by phone. He provides real world, how-to ideas and techniques that help salespeople use the phone more effectively.
to visit Sobczak's Web site.
http://www.businessbyphone.com/
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 Posted: Tue Dec 06, 2005 10:07 pm
_________________ Night Wolf
When the Night Come the Wolf call his pack .Awww
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MCP, CIW Associate , CIW Professional
www.sakota.net
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