Sales Lessons From The Ryder Cup 2012

By Andy Preston | General Sales Tips

Sep 30


In this article, leading sales expert Andy Preston explains the ‘sales lessons’ we can all learn from Europe’s recent victory over the USA in the Ryder Cup….

Wow! What a weekend that was! The USA starting out by taking control and building a big lead going into the final day….. only for Europe to stage the biggest comeback in the history of the Ryder Cup to record their victory in the very last match on the last day!

So what ‘Sales Lessons’ can we learn from Europe’s victory?….

Andy’s Sales Lesson Number 1 – Set The ‘Course’ Up To Win

The American Captain, Davis Love III was very clever in having all the rough cut just prior to the tournament, so that the course favoured the big-hitting (but slightly wayward) Team USA.

So what can you do to give yourself (or your team) a ‘sales advantage?’ This might be as simple as doing some research on your prospect’s company before meeting with them (or a telephone call), or perhaps even some research on the individual themselves in order to give yourself a better chance of building rapper faster?

It might be as simple as finding out as much information as toucan about a prospect’s ‘position’ prior to a negotiation.

It could even be as simple as making sure you and your team are in the right mindset before you start your sales calls for the day?

So what are you currently doing to make sure you’re setting up your ‘course’ up to win?…..

Andy’s Sales Lesson Number 2 – Generate Determination From Situations Of Adversity

A great example of this was Europe’s ‘leader’ of this Ryder Cup, Ian Poulter.

Now ‘Poults’ might not be the most naturally gifted golfer in the world, but you definitely want him on your team when the Ryder Cup comes around!

One of Ian’s great strengths is his ability to generate determination from adversity. At one stage Europe were down 10-4 on the Saturday afternoon, yet inspired by Poulter birdie-ing his last 5 holes for a win (plus overcoming a 2-hole deficit in the singles), plus his encouragement to other European players, Europe actually rallied to win the next 10 & 1/2 points out of a possible 14 to record their victory! Unheard of before in Ryder Cup golf!

In Sales, there are plenty of situations of ‘adversity’. Like when you and your team are struggling with prospecting, or your ‘new business’ activities aren’t going well?

Or perhaps when you keep getting objection after objection from clients?

Or perhaps when your sales figures have been low recently, and you’re struggling to turn it around?

So in these situations of ‘adversity’, do they make you and your team more determined? Or more depressed right now?…..

Andy’s Sales Lesson Number 3 – Perform Under Pressure

Martin Kaymer is a previous PGA winner and also ex-number one in the world. Yet he’s been having a disastrous few months, having qualified for the European team on his previous performances, not his recent ones!

His firm has been woeful coming into the Ryder Cup tournament, so who does it come down to have a put on the final green to ensure Team USA didn’t win? Yep, it was Martin!

In Sales, like in sport, it’s vital that you can perform under pressure. In the critical moments when the pressure is on, can you and your team perform?

Like Martin Kaymer, you need to be able to ‘hole the putt’ when you’re called upon. You need to be able to produce the result when you’re under pressure. You need to be able to demonstrate you can rise above it and still bring the business in.

So how do you and your team perform in pressure situations? When facing strong objections from a prospect? When facing strong complaints from a customer that is threatening to go elsewhere? When you’re a way behind target and you have to make the difference up?

One of the major differences between average performers and top performers in Sales is how they perform when the pressure is on. How do you and your team currently measure up?

Andy’s Sales Lesson Number 4 – Don’t Count Your Chickens….

Now I’m sure that you’ve heard the saying before ‘Don’t count your chickens before they’re hatched’. However in Team USA, and even in some sections of the American Press, this saying wasn’t followed!

This happens in sales as well! How many salespeople do you know that have ‘counted’ on a deal coming in, even before it has been confirmed? Some of those salespeople have even spent their commission from the deal, only to find out shortly afterwards they weren’t getting any as the deal fell apart!

How many salespeople look at their sales pipeline and think ‘oh that will come in…and that will come in… so I’ll be okay…. I have enough to hit my target’ – only for some of those deals to drop out at the last minute, or drag over to the following month, meaning that the salesperson then misses target?

This happens a lot. Far too much in my opinion. Complacency or ‘easing up’ is one of the biggest enemies of salespeople, and one of the biggest reasons for salespeople not hitting target on a consistent basis!

How many of your team might be guilty of that right now?……

Follow the tips above and watch your performance and that of your sales team soar!  I look forward to hearing about your future success…. 

This article is copyright Andy Preston 2004-2017. To copy or syndicate this or any part of this article contact Andy Preston for guidelines.

Andy Preston
Follow Me

Andy Preston

Sales Motivational Speaker and Sales Trainer at Andy Preston
Andy Preston is a top International Sales Motivational Speaker, Sales Influencer and Master Sales Trainer.

Named as one of the World's Top Sales Gurus, Andy creates 'Stand Out Salespeople' worldwide, with his revolutionary 'Stand Out Selling' Sales System. 'Stand Out Selling' helps salespeople stand out from their competition, win more business, and do so at higher prices!

Previously a trained Professional Buyer, then the Top Salesperson in the UK, Andy Preston has now trained more than 160,000 Salespeople, in more than 50 countries, on 6 continents, since 2004!

Andy is best known for his work in 5 specific areas...

1) Prospecting/Cold Calling/Business Development
2) Converting Incoming Sales Leads
3) Becoming The 'Stand Out' Trusted Advisor
4) Standing Out From The Competition
5) Helping Salespeople Close More Deals!

With more testimonials than any other Sales Expert online (320+ on LinkedIn alone), Andy's work is recognised worldwide.

You can contact Andy here for more information, and how he may be able to help you!

Andy's Recent Accolades.......

* The World's Top Recommended Sales Expert
* Ranked UK's Top Sales Trainer - LinkedIn
* #2 In The Top 20 UK Sales Blogs - Lolly.co
* Top Sales Expert - Geniecast
* Top Sales Influencer - WittyParrott
* Top Sales Experts To Follow On Twitter - Evan Carmichael
* 10 Sales Experts Every Salesperson Should Follow On Twitter - Etail Insights
Andy Preston
Follow Me

Latest posts by Andy Preston (see all)