Over the years I have met some pretty interesting people on airplanes—people both famous and unknown, from all walks of life. One of the most fascinating conversations I ever had was with a fellow named Scott Goodyear on a flight to Indianapolis. We were seated next to each other and started chatting. When I asked him what he did for a living, he replied that he was a former Indy racecar driver who now works as a television race commentator. For the next three hours we had the most fascinating discussion about racing and life in general. As he spoke about his racing days, I could not help thinking how much selling and racing in the Indianapolis 500 are alike.
1. You must understand the fundamental laws of your field. Indy racecar driving is very different from other types of racing. Whereas a NASCAR driver wants to stay close behind another racer in order to draft, the Indy racer needs separation and “clean air” to keep the car from careening out of control. The aerodynamic shape of the car’s bottom actually creates suction that keeps the car on the track.
2. Peer pressure is huge. The most stressful time for an Indy driver is not actually the race itself. It’s the time trials to determine who will take the pole position. During these trials, racers watch their competitors. Specifically, they are looking at what the driver does heading into the first turn and if he will keep the gas pedal floored. This is the measuring stick that drivers use to determine who’s a real contender.
3. Racing is a mental sport in which you do what comes naturally. Scott competed in ninety-seven professional races. He quit racing when it didn’t feel “natural” anymore.
4. You are part of a fraternity. Indy drivers share a unique camaraderie and a deep respect for one another. While they may be ruthless adversaries on the track, off the track they’ll help each other. For example, Scott’s advice is highly sought after by current drivers.
5. You must constantly improve in everything. I got the impression that Scott was perhaps his own worst critic. He could probably recall every race he was in and what he could have done better.
6. You have to take risks to achieve success. Driving more than two hundred miles an hour is risky business. Scott was in several nasty accidents and broke his back on one occasion. However, you can’t win races if you don’t take chances.
7. Winning is everything. Second place doesn’t really matter, and Scott should know. He came in second place in the closest race in Indianapolis 500 history. Although he lost by just a couple of feet and only .43 of a second, Al Unser Jr.’s name is on the winner’s trophy.
Salespeople who don’t understand the fundamental laws of selling will crash and burn on deals more frequently than they will win them. Selling requires the same mental stamina as profession racecar driving and Heavy Hitters in both professions do what comes naturally. Salespeople belong to a fraternity as well, where colleagues keep watch on how much business you’re closing. Heavy Hitter salespeople hold themselves to a higher standard, always seeking to improve their performance and never fearing to take calculated risks. After all, winning is everything.
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I enjoyed your post. I especially like where you said "do what comes naturally." I think the most successful salespeople are ones who aren't forcing the sales pitch but being their natural selves while selling....like that all important skill of "listening."
I thought you'd also like to know that I recently came across this post, http://salesandmanagementblog.com/2009/06/03/boost-your-sales-series-why-prospecting-is-like-baseball-by-trish-bertuzzi/#comment-2722 WHY PROSPECTING IS LIKE BASEBALL. Maybe I'll write one: "Why Referrals are like a Football." :)
Posted by: Lynn M | June 04, 2009 at 11:55 AM