Learning to trust on fight day. A Judo lesson for sales pros

You arrive at a big Judo competition and walk into the venue. You can feel the butterflies forming. You're energized because you've just had your first full meal in several days. Your weight cut went well, and you're carb-loaded. To win the tournament, you'll have to win six straight matches.

You want this to be a very long day.

You can't wait to get out on the tatami (Judo mat) to start your warmup and work out some of the nerves. This is a really important event and all the top guys in your weight are here, ready to do battle.

As you're warming up, you can't help but look around and see your opponents warming up too. Everyone looks strong and powerful as they perform Uchi Komi (technique practice) and throw their partners (Nage Komi) all over the mat.

When they go through their live practice sessions right next to you, you work hard to stay engaged in your prep.

You'll be one of the first matches of the day so you have to break a sweat and be 100% ready to go when the referee yells "Hajime" (begin).

It's very common for athletes, when they see others getting ready to compete, and when the matches begin, to have some performance doubts.

You start asking yourself questions.

"Did I train enough? Did I train hard enough? Do I have what it takes to beat everyone today? Will I be able to push myself and outlast my opponents? I have a tough draw. Can I make it through to the Finals?"

One lesson I was taught early in my competitive career is that when you get to the tournament, the only thing you need to remember is this: "You got what you got."

You can't cut your weight differently. You can't add some new, flashy technique. You can't make some big change to your fighting style. You can't train more. You can't prepare differently.

Wishing for a different draw won't help. There's no need to worry about any other person in your division because if you want to win, you have to beat whoever they put in front of you.

You only have the skills, confidence, game plan, fitness, and strength that you've been able to develop during the months of training leading up to the competition.

But here's what one of my coaches told me:

"You got what you got Todd. But you know what? That's all you need. That's enough!

To perform to your potential, get out on the mat, and put every ounce of effort into doing exactly what you've been doing in practice.

Forget about the worry and uncertainty, and bring the fight to your opponents."

In an individual combat sport where the matches last 5+ mins., you can get started quickly, you can grip fight, you can move, you can attack, and you can pressure your opponent.

How the match finishes, how good your opponent is, and what calls the referee makes, are of no concern because you can't do anything to affect those things.

This mindset is perfectly applicable to sales. By focusing on the steps you take throughout the sales process, and helping your prospect achieve what's in their best interest, even if the deal doesn't go your way, you should be able to look back at your efforts and be proud.

That doesn't mean you couldn't have done something differently. It doesn't mean you're going to win all the deals you compete for. It doesn't mean after a deal has been awarded, that you don't review your performance and work to make improvements.

It means that when you're competing for a project, don't sit on the sidelines wishing you had a different product, or a different team, or lower prices, or better terms, or whatever.

You got what you got.

Use it to your advantage. Make the best presentation you can with the skills you have. Put the effort into the deal and fight hard for it.

Once you submit that proposal, spend no time or energy worrying about the outcome.

Sales is a zero-sum game. For every competitive opportunity, there's only one winner.

But who wins is out of your control.

Ganbatte kudasai!

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