Sales win preconditions: Will to win is worthless, without…

“The key is not the will to win. Everybody has that. It is the will to prepare to win that is important.”
― Bobby Knight

In sales, the will to win plus a cup of coffee is worth about $2.

Without proper preparation to win, the will to win the sales wars is shallow, weak, and easily beaten.

As yourself, is lack of effort the issue or is it your targeting, qualifying, messaging, sales process, follow-up, proposals or closing?

These things require a certain level of knowledge and preparation. Superficial prep is not enough.

If you are thinking, “I don’t have time,” why do you have the time to keep doing things that leave you short of your goal?

Without proper preparation, you are chasing randomness. A broken clock is right twice a day. You might survive or do OK with these two wins a day, but that is not a system. A properly thought out and prepared system that you can improve, manage, and work consistently to control your destiny.

Add more preparation (and practice) to your will to win the sales wars and you can reap the rewards of your full potential.

More from Bobby Knight.
“The will to win is not nearly as important as the will to prepare to win. Everyone wants to win but not everyone wants to prepare to win. Preparing to win is where the determination that you will win, is made. Once the game or test, or project is underway, it is too late to prepare to win. The actual game, test or project is just the end of a long process of getting ready, in which the outcome was really determined. So if you want to win, you must want to prepare to win. Once you prepare to win, winning is almost anti-climactic.” – Bobby Knight”