On Sunday the Arizona Cardinals came within one play of winning their first Superbowl. What were the odds at the beginning of the season of that happening? The Cardinals were on no one’s radar to represent the NFC. They weren’t even expected to make the playoffs. The truth is the Steelers were not an early favorite to win the Superbowl either. So how does that relate to selling? In my bestselling book, Winning in the 5th Quarter, I explain the many correlations to football, selling, and success in general. Over the last year as I traveled the world teaching the “Quid Pro Quo” sales approach, I heard many sales people go into great detail to tell me what they couldn’t do and why. Of course the markets are very competitive, budgets are tight, decisions are delayed, the economy is in a deep recession, etc. How about the Arizona Cardinals, how many reasons do you think they had in the beginning of the season for not winning the NFC and playing in the Superbowl? Their fans really didn’t expect it did you? You could have made a bundle of money if you were to put down a bet in Vegas in August on them making to the Superbowl, but they did. So can you!
You never see a winning football team run the same play over and over again when it didn’t work the first time do you. As a matter of fact, winning teams make many changes during the season. The sales people that embrace change and see opportunity in these markets are the ones that score on a consistent basis. The world we live in has changed. How business is done has changed. The market and economy has changed. So the question is, have you changed your sales approach as much as everything around you has changed?
On the first play, in the first quarter of the 2009 season, the New England Patriots star quarterback Tom Brady was hurt. He was lost for the season. Their backup had never even started a game. The entire offense was built around Brady so I guess this would mean the Patriots would go 0-16 for the season. No chance! The coaches and players made many prudent changes. They got out of their comfort zones. No team or individual can thrive in a box. The Patriots had a very good season. They didn’t win the big game this year, but they were very competitive in every game.
Sales professional and the organizations that are thriving in this market understand that the principles of success are the same regardless of the game you are playing. They are the same regardless of how cloudy it is or what the score might be. Whether you wear the uniform of a Cardinal, a Patriot or one of a sales professional the game is very much the same. You have to look for opportunities to change, you have to adopt and learn new skills, and you have to execute the principle of success every day. Do not be afraid of change! Legendary football coach Vince Lombardi is quoted as saying, “To win the game you have to beat the person in front of you. The score doesn’t matter that is for the fans. To Win the War you have to defeat the person in front of you.” In the 5th Quarter, the person you have to defeat more often than not, the person who is in front of you is the one you see every day in the mirror.
2009 can be your best year ever! Manage change, learn new skills, and execute the principles of success to cross your personal goal line, then dance in the end zone!
To learn more check out Winning in the 5th Quarter on Amazon or go to www.SalesBuilders.com
