Hunter Like Mentality
Good waves are not always in your backyard, you have to hunt for them. You can settle for mediocre waves or you can hunt down the biggest and best. The best surfers can hunt down big waves that are uncrowded with a perfect shape. The best surfers and sales people don’t settle for the status quo. Great sales reps hunt down great opportunities, drill down a list of calls to find their next scheduled appointment and build a good quality pipeline that swells larger than their peers.
The best industries have fierce competition for business, just like the best waves in the world have fierce competition. Where there’s opportunity, there will always be someone to challenge. You have to put on your “A” game every time you put on the head-set or paddle out for a surf.
If the waters are filled with competition for waves, you have to position yourself to get the best waves. Although hard work pays off in sales, you also have to be smart in how you position yourself and your product. Position yourself so you are in a place to get great opportunities. Position your product so that it’s a no brainer for prospects to buy.
Wave selection Is like pursuing the right opportunities and prioritizing your time. You can waste all your energy battling for little waves or little deals with 5 other people paddling for the wave. Spend your time wisely and eliminate the 80% of wasted efforts. Focus on the 20% of waves and deals that will give you the best time and most success.
Crash and burn on a wave; even pros do it. Get rejected on a call and lose a deal; shit happens. That’s part of the rush. When you surf, it’s built into your mind set that you will occasionally fail. Even the pros wipe out in front of everyone. Failure has to be accepted, because if you are never failing, you aren’t pushing yourself hard enough. Ask uncomfortable questions, go for bigger waves and deals.
Success Feels Awesome
In surfing: an amazing maneuver, getting barreled, or getting the ride of your life. In sales: closing a big deal, closing a deal on the last day of the month to put you on top of the charts, or closing a deal you have been busting your ass to win.
The harder you work, the better you get.
Most importantly: Have fun, stay loose and get shacked!