Recently, in my hometown of Kelowna, BC, there was a Canadian PGA Tour Event hosted at the Gallagher’s Canyon Golf & Country Club.  At this event, 16-year-old Matt Hopley, who qualified for the tournament as an Amateur, put his skills on display for us to see.  But what was more impressive than this accomplishment, was the way he carried himself on the course.

After leaving his birdie putt short on the first hole and getting a bogey on the second, he calmly carried himself from the second hole to the third, seemingly not losing an ounce of confidence.  What’s more, he noticed a family that had 2 young up and coming professional golfers following Matt’s every step.  He had the awareness to slow his walk down and acknowledge the boys with a genuine smile and wave.  As the tournament went on, Matt showed signs of brilliance but also struggled at times with bogeys and double bogeys.  At 16 years of age, he didn’t change his demeanor whether he had a birdie or a double bogey.

 

What does this have to do with sales?

What if we look at double bogeys as a lost sale or rejection and birdies as a sale well-earned?

We know sales is a roller-coaster of emotions but it doesn’t have to be that way if we know how to control them the way Matt does. Golfers never get too high on themselves, even when they have a string of birdies (sales) on the go.  And they never get too down on themselves when they go on a bogey (lost sale, rejection) run. Why? Because they are the most self-aware professionals on the planet in my opinion.  They know that the birdie streak will end, and the bogey run won’t last.  They prepare as well or as much as any other professional athlete.  Their paycheques are directly linked to their individual performance so they can’t chance to have their emotions get the best of them. 
 

There is much to learn from professional golfers and amateurs like Matt.  Imagine how much more success and fun you could have if you had full control over your emotions?!  I encourage you to read biographies and study professional golfers to get an understanding of how they are able to handle the pressure and stress that comes with their profession.  You have more in common with professional golfers than you may realize.