Monday, October 24, 2011

Not Payton Him Enough


Not everyone is a football fan, but for those of you who are, you know what a horrible year the Indianapolis Colts are having this year without Payton Manning. Amazing how much one person can impact an organization. How is it he has such an impact?

Payton is able to do the three things you need to do to win, in any league. Read the defense, call the right play, and execute that play. While they maybe hundreds of quarterbacks who can read the defenses as well as Payton does, there are only tens of them who can also call the right play to exploit that defense, and there are only a couple who can then execute that play. Are you that type of salesperson?

Can you read the client’s needs? Their internal politics? Their purchasing process? These things are your defense. If you cannot see the traps, issues and problems, you are never going to be able to sell to them.

Once you understand the client’s defense, do you have a play in the books that you can call that “should” work? The old 42/split C level on 2, hut, hut! You have to have a plan to work with the client to get them sold, regardless of their “defense”.

You have seen the defense, you have called the right play now all you have to do is execute the plan. Can you do that? Should you call a timeout and get the right personnel on the field? This is not the time to drop the ball.

These are the three things that stand between you and the Hall of Fame.