I am both a mountaineer AND a sales professional, so I can confirm that both gigs have big highs, and enormous stresses. There is, however, much to be learned from mountaineering that can aide sales professionals in not only being more effective, but also less stressed. Here are some of my observations:
PLANNING: So, you want to succeed in climbing 14,000+ foot glaciated, dormant, volcanoes?? Start by doing these three things – PLAN, PLAN, PLAN!! If not, you’re in some deep snow!! You must have all the right gear, know your routes, have a rescue plan, understand the anticipated weather, etc. You cannot just show up at the trailhead on a whim and expect to successfully make the summit.
Same is true in sales. You must know nearly as much about your customer as they know about themselves. You have to know their pain points and issues, have confirmed these with the client, and then conceived a real plan to get them to the end result they seek… preferably from a business outcome perspective. No plan? Virtually no chance of winning. “Packing” for your sales engagements is just like packing for a climb… you painstakingly go through all the details to ensure you, and the team, have what you need resource-wise to reach the mutual goals.
TRAINING: Okay, you have all the right gear, but are you physically and mentally ready for summit day?? Your fitness level must be high… you must prepare for the type of climbing a particular mountain requires… and even simple stuff, like how to put on gear in tough or awkward conditions. Many summit attempts fail because someone on the team didn’t train appropriately. Climbs can cost big money, as well as crush your spirit if you don’t make them, so you want to do everything you can to make them a success. Training is CRITICAL!
And what about the salesperson who doesn’t train appropriately? They miss the opportunity to build confidence in their potential buyer by demonstrating a high level of skill. Customers are putting their jobs on the line by selecting you and your company. It’s imperative that you know what you’re talking about, and skillfully state, and demonstrate, how your solution with relieve the situation that was the catalyst for them engaging you in the first place.
SUMMARY: Don’t live up to the “slick, fast-talking, just want’s the PO” negative stereotype many have of salespeople. Plan your communications and engagements with customers. Always have an agenda that is focused on the stated customer situation and needs, then ensure you’re truly knowledgable about their business, your own, and the product or solution you’re offering. Not doing so almost assures failure, discredits you and your company, and in general, waste’s their time and yours!!
Be a PRO… Prepared, Ready, and On-point. Your prospects, customers, and your own pocketbook, will appreciate it.
