Pre Shot Routine

By Mike Philie
In June 10, 2009

All great golfers have a pre shot routine that does not vary whether they are in 50th place or tied for first. They review the situation and decide on the shot, they visualize the ball flight, standing over the ball they stay committed to the shot and finally they execute the shot bringing everything together, striving for excellence. OK, as a sales rep or a selling owner what's your pre shot, or pre call routine?

Do you put in the time practicing? Do you do the research and plan the call agenda? Do you visualize how the meeting is going to go? And finally do you stay committed to your plan? Most reps I encounter talk about striving for excellence but fall short on the practice, research, visualization, confidence and commitment to reap the rewards for themselves and their companies. They more or less walk up to the first tee and swing away. 

Face it, this is hard work. It's not like it used to be and probably won't ever be again. There still are opportunities in the marketplace but you can't show up unprepared.
Mike Philie

Mike works with printing companies that are not satisfied with their sales and business development performance, and are looking to get objective advice and strategic direction on how to improve the results of their business. His engagements can range from providing input on the overall sales strategy to building business development pipelines while training the processes of “selling” in today’s marketplace. Mike quickly establishes himself as a trusted resource and advisor to the owners and senior staff of his client companies through his personal involvement, and very quietly and effectively becomes an extension of their staff.

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