Fifteen year old Coco Gauff made history last week, first, by becoming the youngest player to qualify for the main draw at Wimbledon, second, by defeating Venus Williams in the first round. and, then, by winning her next two rounds. Although she lost in the fourth round yesterday, her performance has been astonishing. The secret behind her success, in addition to her talent, is a three part formula encouraged by her father. That formula drives success in sales as well.
Practice
In a recent NBC interview Coco’s father, Corey Gauff said, “I never have to say ‘go to practice.’ It’s always been
her wanting to go practice and asking to go to practice. She’s willing to do the work and never complains about the work.”
(The best sales people and presenters continuously ‘do the work:’ they get training; practice before key meetings; debrief sales calls and presentations; and are always seeking to refine their skills.)
Maintain Presence
He also always tells her, “Have a good presence on the court. Not drop your head, not whining, getting upset with yourself. Cheer yourself on and have good body language.”
“When you’re frustrated with yourself, you can’t perform. Not just in sports, but in life. If you’re always frustrated, you can’t be at your best.”
(In business, focusing on the negative, [What can go wrong? Am I good enough? Do I look okay?] undermines credibility and authority with potential buyers and audiences, destroys your self-confidence, interferes with your ability to be fully present, and ultimately threatens your sale.)
Enjoy the Moment!
The interview concluded, “And [her parents’] advice this week? Enjoy the moment.”
“You’re 15 playing Wimbledon. We didn’t expect you to be here. Nobody expected you to be here. Just go out and see how good you can be.”
(I heard the same sentiment echoed by a Group Fragrance Product Manager who I coached last week for a big presentation. He said, “I just decided to have fun. I felt so much better and the presentation was a huge success!” Like Coco and my client, let yourself enjoy the experience! When you enjoy what you are doing, so do your buyers.)
“Ace” Your Next Sale
Practice, Presence, Enjoyment—three factors for success on the tennis court as well as in sales, and presentations.
Anne Miller
Words Matter – Make What You Say Pay!
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