“Hail Mary” Passes & the Game of Sales


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Tom Brady, quarterback of the New England Patriots threw a long “Hail Mary” pass as a last-ditch effort to win the Super Bowl. But, instead of connecting with one of their receivers, it got batted down in the ensuring melee.

Of course, this got me thinking about sales and football. I actually know a whole lot more about the game than you might expect.

My husband coached two state champion high school teams and also was a Big 10 coach. My son played Division 1AA football as a wide receiver.

Football is a game of strategy. Savvy coaches and players spend hours analyzing their competitors. Each week they design new plays to capitalize on their own strengths and the opposing team’s weaknesses.

They never, ever count on Hail Mary passes to win games. It’s an act of desperation. Their final chance.

The game of sales isn’t any different from football. To be effective, you need to realize that your biggest competitor is the status quo.

  • Do you know how your prospects are handling things without your product or service?
  • Do you understand the problems that are caused by the status quo?
  • Do you know how it impacts their ability to reach their objectives?

Be honest. Do you really think you know enough to plan a game-winning strategy against your biggest competitor?

To be successful, you need multiple plays that will help you march down the field, one step at a time, moving closer and closer to the goal posts. And you need to be prepared to deal with that cornerback or linebacker from the opposing team who wants to sack you.

Yet so many sellers hope they can win with a Hail Mary pass. It doesn’t work that way. Without a solid game plan, your success is totally up-for-grabs.

YOUR TURN: What are your thoughts on game-winning sales strategies? Share your ideas in the comment section on my blog.

Republished with author's permission from original post.


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