Recently the president of an organization I was speaking for gave me a brilliant introduction. What made it so good?
Preparation and practice.
She carefully prepared what she was going to say and practiced how she was going to say it. She made it look so easy that most would have missed the effort that went into the introduction.
When you watch a master in action–whether they are giving a speech, playing an instrument or teeing off on a golf course–they make what they’re doing look easy.
It isn’t. Mastery creates an illusion, and that is because hundreds if not thousands of hours of practice and preparation enable the master to perform nearly effortlessly and well.
New sales professionals are often mislead by the “old pro” who says he or she doesn’t prepare but they just wing it. More often than not if the old pro is successful, their use of the term “winging it” is inaccurate. They have amassed so many hours of practice and preparation, they don’t always need to traditionally prepare. But without the same amount of experience, the new salesperson usually flops when he or she tries to wing it.
Good preparation requires thought. The quicker you prepare, the less effective the preparation. Are you willing to think a little harder than others? To be more creative? More strategic?
Practice is rehearsal. It’s giving the sales presentation out loud, from beginning to end, and not just rehearsing it in your head. It is about video taping your presentation before you give it live at the corporate event and looking for ways to make it better. It isn’t going through the motions–it is learning from the process.
You will improve any performance you prepare for and practice. You’ll win the day by doing those two simple but powerful things.
And unless you are a true master, you won’t win by winging it. And even the masters keep preparing and practicing to get better.
Mark Sanborn is a bestselling author and acclaimed leadership keynote speaker. For more information about his services, visit www.marksanborn.com.