Watching the Super Bowl game with a houseful of football fans I always look at different things than just the plays. I really don’t get football, but it seems as if the winning athletes are certainly ‘suited up’ and ready to give it 100%. I know this is the game of the year, and it is especially interesting to see 2 brothers coaching against each other – imagine how conflicted you might be to annihilate your opponent when you have to sit down over Sunday dinner next weekend with them. Yet, having sons I also see how competitive they are.
But this post isn’t about sibling rivalry.
What I find notable about this game is how much the Ravens really want this. They are not approaching this game with a ‘let’s play it safe’ mindset. Even when they get knocked down they are struggling to get back up and back in the end zone. I don’t know the rules, but it seems like each individual is out there thinking of when they get the ball how will they get it down the field. They want it and are willing to fight to make it happen for them.
When the blackout occurred that stopped the game for more than half an hour you saw the players continue to stretch and keep loose to remain on top. Even when the 49ers did their darndest to take it back, the Ravens fought to keep the win.
I’m thinking about the last week I experienced in coaching my clients – and in networking with other professionals. It seems like we are happy to take no and move on to the next opportunity. We work to not get defeated by rejection, but do we accept it too easily? How about defeat? Failure? Watching social media posts this week I saw 4 posts for failure with 1 post for overcoming adversity and approaching opportunity differently.
With as crazy as our economy is right now, most of my prospects may really want to do something – but just are paralyzed by the many factors impacting them beyond just the commitment of time, money and people. They want to make changes and improve their current situation, but they just aren’t certain you can do it for them. When they tell you no, it’s probably because they doubt your ability to truly make the change happen.
When they tell you no, and then you drop and go for a first down. What about hanging in there for a touchdown? Are you doubtful of your ability to do what you say you can? I’m not talking high pressure – I’m talking your certainty and passion to do your job!
This week when you get your first no, ask just a few more questions, dig just a little deeper. Take your sales hat off and put on your problem solving hat. Help your prospects think through options, evaluate if it should really be a no. Maybe you just need to approach it differently to help your prospect adopt your confidence in a solution.
When you get thrown off your rhythm, imagine what it will feel like when you win it.
One more question, one more call. That’s all it takes to be a winner!
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