Learning From Pro Basketball

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Sales & Marketing

Kenneth Brown

August 28, 2008

Whether it’s professional, college or the Olympics, it’s always exciting watching a great basketball game. The athletes, spectacular plays, passion and focus on winning – like the NBA all-star’s domination at the Olympics – are always impressive watch.

To be a drafted in the NBA, best players must be able to dribble, shoot, pass, play defense, rebound and block shots. In other words, you must be skilled at the fundamentals. To be considered a complete player, you must have mastered all these fundamental skills of basketball. 

To be successful and profitable in business, entrepreneurs must be an “all pro” in sales and profitability. You must study and become a student of the game. Likewise, you must know your clients, business, industry and the competition. You must work hard and do what it takes to succeed. You must beat the competition. You must overcome adversity. NBA all stars are no different.

How does a NBA all star compare to a profitable and successful entrepreneur?  First, pro players are skilled at the fundamentals.  Most can shoot, pass, dribble, play defense, rebound and above all – always be a team player. The best players are skilled at the basic fundamentals of basketball. 

Similarly, successful “all-star” entrepreneurs must be skilled at the fundamentals of business. This is creating a distinct product or service, controlling your costs, generating leads, converting suspects and prospects to buy your product and service over and over again. Making sales and profits is the basics of business. These are the fundamentals of business. 

Second, the best players can dribble and move the ball down the court. Likewise, business owners must be able to move the “ball down the court” too.  Can you communicate your value and attract your best prospects in 30 to 60 seconds?  Can you overcome objections?

Third, to be an all-star NBA player, they have to be able to shoot the ball. They need to score. Can you score? Can you sell? Can your sales team generate the sales needed to keep the business profitable?  Do you have the skills to “close the deal?” Can you penetrate the defense and score?  Can you beat the competition and come out the winner?  Can you dissect your prospect’s problem and develop a customized solution? Can you overcome all roadblocks and obstacles to win the sale? 

Fourth, all great NBA players study their competition. They know their strengths and weaknesses. They must play good defense.  Mr. CEO, can you stop the opposing team from scoring?  How do you beat the competition?  Can you say the same thing about you and your sales team?  Can you beat the competition?  How do you handle objections? 

How would you answer the questions: “What makes your company unique”?” Or, “Why should I buy from you?” Additionally, do you know your prospects and clients? What are their challenges and concerns? Can you quantify their pain? What is it costing them in time and money?

Fifth, all-star basketball players are great rebounders and know how to go after the ball.  Equally, all-star businessmen know how to go after the prospects and make the sale.   When you get knocked down and lose the sale, can you rebound and get back up?  

Sixth, all-pro NBA players understand the importance of practice. They practice shooting, dribbling, running offensive plays and playing defense. These players know that “practice makes perfect” and prepares you to win. With successful entrepreneurs, they must also practice and prepare to win the sale. 

How much coaching, training and preparation does your company offer to drive more sales and generate more business?  How many hours does your sales team prepare for their first meeting with a prospect, data gathering and solution presentation?   How many people have a good opening selling statement?  How do you prepare for your telemarketing calls before you make the first one?   

Seventh, in the NBA, scorers always need a great assist man. They need someone who can pass the ball.  They need a player who is unselfish and places his needs above his own. They will always pass to the open man, before shooting the basketball. Are you a good assist man?  Do you place your client and prospects’ needs ahead of your own?  How are you being a resource for them? Are you a servant leader?

Lastly, Fortune 500 companies are always using NBA to market their products and services. Have you seen the commercials? Major corporations spend millions of dollars to get their message to this valuable market. What is your favorite commercial?  How are you marketing your products and services to your target market? What possible strategic partner could deliver the best prospects in your target market for you?

In conclusion, as you watch your next basketball game, ask yourself two questions. First, how you can use the lessons from pro basketball for your business? Second, how would you apply them to maximize your business opportunities? 

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