4 Lessons Every Salesperson Can Learn From Olympic Rowers

By Heather R. Morgan

After crashing out of the Atlanta and Barcelona Olympics in 1992 and 1996, respectively, and placing seventh in the 1998 World Rowing Championships, the Great Britain Men’s Rowing Eight won gold at the Sydney Olympics in 2000. The victory was their first gold in nearly a century.

I can’t say for sure, but I suspect their win was all thanks to a few changes in their approach to competing. Interestingly enough, some of those changes can be applied to your cold emails.

You may not think you can learn sales techniques from gold-medal-winning athletes who push oars back and forth until they almost kill themselves, but you’d be wrong.

Both professions are primarily results driven, neither are for the faint hearted, and there’s even a best-selling book about rowing that’s really about how to sell better.

Here are four lessons you can learn about sales emails from Olympic rowers:

1. It’s not all about you

Imagine a rower whose best position is at the back of the boat but who always wants to row at the front and be the leader. Or perhaps this rower wants to train on their own rather than with the team. In other words, they value their individual time over the team’s time.

A rower who wants everything on their own terms ends up dragging the whole team down. That one person’s narcissism could ruin everyone’s chance for Olympic gold.

It’s the same with sales emails. Your prospects don’t want every last detail about your company or some clever-but-rambling story. They want to hear what your company can do for them.

Imagine opening an email from a stranger because it has an intriguing subject line, but then reading paragraphs of intricate detail on a product instead of a brief message that gets to the point. Would you reply or hit delete?

Whether it’s rowing or sales emails, it’s not about you.

2. Measure only the right metrics

When it comes to rowing, there are all sorts of metrics that seem useful on their own: strokes per minute, individual times, lung capacity of the individual rowers, and so on.

But these metrics are actually distractions when it comes to the race for the gold medal. Really, there’s only one metric that matters: how long it takes the team to reach the finish line.

Sales emails have many metrics you could measure, like email response rate. But just looking at response rate on its own is misleading. Those responses might really be out-of-office auto responders or even negative messages asking you to remove the recipient from your list.

It’s the same with measuring open rate. Sales prospects that open your emails but don’t reply won’t get you any closer to a call or in-person meeting, so your time is better spent on different metrics.

The real one worth measuring is positive email response rate, when the buyer replies and asks for more information or tells you when they’re free for a quick call. These emails are the ones Go to the full article.

Source:: Business 2 Community

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