Posts Tagged ‘sales skills’

Football Dummies & Sales Smarts

Monday, November 16th, 2009

A great coach somehow become both ordinary and stupid in front of an international TV audience last night as New England played Indianapolis for bragging rights to the best NFL team in their conference.

You can read the article here at, but I’ll summarize a single play that turned a winner into a loser;

In what might easily be called the worst coaching call in the history of football, New England had the ball, winning by six points with 2 mins left. On 4th down and 2 yards to go, at their own 27 yard line, coach Bill Belichick has his team go for the first down!!!

Didn’t make it, so Indy easily moves down and scores to win the game.

This quote keeps popping up: “We tried to win the game on that play,” Belichick explained.

You dummy, you were already winning! You just had to punt it to the 20 and let Indy try to go 80 yards.

As a sales coach I recognize that you can divide the world into two categories: Those that make good decisions and those that make bad decisions.

As an award-winning guard on the US Masters basketball team, I recognize the same thing about players on the court.

2 categories, it’s pretty simple.

Where would you place yourself? Good decision-maker or bad?

Where would others categorize?

Focus on making good decisions, in every part of your selling day – whether you’re dealing with prospects or clients or managing yourself or peers. And at the end of the day focus on the same for family and friends.

Good decision-makers have longevity on the job, their earnings are higher than most. They have sweet relationship on the home front, too.

Don’t be a Belichick, bad decisions can define you and cling to your reputation for a long time.

It’s all about choices in life, isn’t it. Smart sales pros make good ones. They even help prospects to do the same.

Who are you?

Thursday, September 18th, 2008

The mom leaned over the sleepy head in bed.

“Honey, it’s time to get up, you’re already going to be late for school.”

“I don’t want to go to school. All the kids hate me. The teachers hate me. EVERYONE HATES ME!!!”

“But honey, you have to be there. You’re the principal.”

Do you know who you are as a sales pro?

You might think “I’m many things to many people” You can simultaneously be a parent, son/daughter, friend, co-worker, sales rep, manager, even a prospect at times!

But who are you when you’re a sales pro?

Here’s one perspective you could take to heart.

You are one person in the prospect’s life who can build them up, enhance their job and increase their corporate credibility¬† – as they make good decisions related to what they buy.

So wake up, early, and go help your buyer improve their condition.

And unlike that school principal, everyone will love to see you walk in their door.