As we approach another exciting football season, I am reminded of one of the most prolific leaders of our time. Green Bay Packers football coach Vince Lombardi continuously preached the message of focusing on the basics. He would constantly drill these ideas and practices into the mindset of his players. He often said that success is found through the mastery of basic skills.
There were likely times that his players and coaches grew tired of his message, yet it was difficult to argue with the stunning results he achieved. Lombardi was a legitimate winner, a champion, possibly even
a hero. What are these football basics he espoused that consistently led his team to victory? He demanded mastery of the following:
1. Kicking
2. Throwing
3. Catching
4. Tackling
5. Blocking
How do these athletic skills and the Lombardi method translate into successful sales techniques?
1. Kicking = Asking Relevant Questions
To initiate conversation and to get our customer talking, we must ask relevant, effective, thought-provoking questions. We must learn to probe for key details that will furnish the details we need to provide the best solutions possible. Our questions convey empathy and confirmation that we truly understand their needs.
2. Throwing = Sales Presentation
Our effective sales presentation, regardless of whether it is on-on-one or to a group, is critical to our overall sales success. Our prospects and customers must be clear on what we are offering them. We must
convey both expertise and confidence in that we have the solutions for their concerns.
3. Catching = Listening Skills
Many salespeople make the mistake of talking too much. We tend to plan our next statement while our customer is speaking. We must learn to be quiet and listen effectively so as to thoroughly understand the
needs of our customers and the issues that are important to them. They must know with certainly that we understand their needs and are customizing our solutions approach just for them.
4. Tackling = Learning
We must be constantly expanding our comfort zone, learning new skills and enhancing our personal development. We must also keep in front of the learning curve regarding the technology and product
developments in our field. In these ways, we bring maximum value to our customers.
5. Blocking = Focus
Salespeople need to block out distractions and keep a laser-like focus on the task at hand. One of the most productive things we can do is to complete current tasks before moving on to new ones. Do not
allow interruptions and distractions to cause you to deviate from your sales plan and goals.
This is indeed a back-to-basics approach, just like Vince Lombardi would teach. You simply cannot lose when you strategically shed the complexities of a situation and concentrate on the basics. Selling is
often most rewarding at every level when kept plain and simple. Now go out to your marketplace and make Vince proud!
“If you can accept losing, you can’t win.” – Vince Lombardi
By: Daniel Sitter
© 2010 Salesman Jobs
