Want to WIN a Super Bowl like Patrick Mahomes?

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On to this week's blast topic!

Want to WIN a Super Bowl like Patrick Mahomes?

What a game! Super Bowl LVII is in the books, and the Kansas City Chiefs are now headed to ... Walt Disney World!

Per usual, in today's modern NFL, the Quarterback position played a major role in the victory for the Chiefs. Patrick Mahomes, Quarterback for the Kansas City Chiefs, won his second Super Bowl in three attempts! This was his third Super Bowl appearance in just five years in the NFL. He overcame a high ankle sprain three weeks ago to lead his team to the promised land!

So what does Patrick Mahomes, two-time NFL MVP, and two-time Super Bowl Champion, have in common with you?

You both are in high-leverage leadership positions and are the starting Quarterback for your respective teams:

• Mahomes, on the football field, leading his teammates and organization to Super Bowl Championships.

• You, leading your teammates and organization to Sales and Selling successes!

Pop Quiz: How many Super Bowl titles has the Chiefs organization won? I'll mention the answer near the end of this blast.

Sales professionals are the NFL Quarterback equivalent.

Whether you saw my tweet thread from Super Bowl Sunday (yesterday) or not, I identified four tactics for how you as a sales rep 'Quarterback' your sales process to make $150,000+ in annual income, but also to lead your team to its own promised land!

Set up the call.

In most sales processes, the sales professional should be the individual who sets up each call with a prospect. During each interaction, this leadership opportunity gives your prospect a clear understanding of how your organization takes charge, and how organized and prepared you are as a team. Sales professionals need to guide this process, and the conversations, during each meeting.

• Did you set a formal agenda with your prospect? Did you effectively communicate with your prospect to make sure your agenda items included those areas most important to your prospect?

• Did Patrick Mahomes prepare for the game last night? Sure he did. Did he work on preparing himself, and his teammates, to best-represent potential successes against his opponent? Absolutely. He set his agendas, communicated with his Coaches, and executed the plan.

Be your customers' resource.

The sales professionals who claim to know 'everything' are the ones that don't have long and successful careers. No one knows absolutely everything. And the higher or more niche you are in your field, the chances are that you have a specialty. And the other teammates around you, their own specialties.

• Know when to default to your selling or operations peers. Leverage their expertise to make your prospects' experience with other members of your organization shine just as brightly! Selling as a team is more fun, and more engaging for the prospect. Plus, it's harder to tell more than one person no, than it is to just yourself.

• When the Chiefs were driving late in the 4th quarter with the score tied 35-35, Mahomes knew he didn't need to do it all. He began to use trusted resources around him. He used his Running Backs to gain important yards while relying upon his Coaches to manage the last few minutes of the game clock.

** Individual or Company Sales Reviews **

Interested in a 1 on 1 sales consultation regarding your individual goals or company-based growth plan: 1) Email me at [email protected] or simply reply to this email. Subject line: SALES REVIEW2) I'll provide a 1-hour virtual (via Zoom) consultative meeting guided by a SWOT (Strengths, Weaknesses, Opportunities, Threats) Analysis to discuss your individual or company goals, plus I'll provide suggestions and critiques on your current strategies.3) Cost is $298.

Know when to pivot.

The best sales professionals will know when a pivot in strategy is necessary to keep the sales process moving in the right direction. It's a skill to be able to sense when your prospect is forcing you to pivot.

• This might include offering additional or removing solutions from your proposed offering after learning key details throughout the sales process.

• This might include being able to pause, reset, and recalibrate the sales process due to timing impacts or other challenges faced by your prospect.

• This might include being able to re-price your solution, because you've been told you're not as competitive as another bidder.

• The Chiefs beat one of the best Defensive units in the Philadelphia Eagles to win Super Bowl LVII. They had to change their strategy and pivot during halftime. They were losing by 10 points and didn't have as much momentum as the Eagles, heading into the break.

Close with confidence.

The Chiefs outscored the Eagles 24-11 in the second half of Super Bowl LVII to earn the title, winning 38-35! They emerged after a lackluster halftime show from Rhianna (my opinion!) and closed with confidence.

As a selling professional, you need to be able to handle all objections, continue to solve challenges, and leverage references and internal resources to close your prospect. And don't forget to ASK FOR THE BUSINESS.

Sales is nothing more than effective communication. Don't leave anything to chance.

Pop Quiz: How many Super Bowl titles have the Chiefs organizations won? Three! Super Bowl LVII 38-35 over the Philadelphia Eagles. Super Bowl LIV 31-20 over the San Francisco 49ers. Super Bowl II 23-7 over the Minnesota Vikings.

The moral of the story? You might not sign a personal contract for $400M+ in salary and play Quarterback for an NFL team, but as a sales professional, you will sign contracts on behalf of your employer(s) worth $400M+ or more over your career. And that means you've made a boatload of commissions.The most successful sales professionals understand the parallels in playing Quarterback on an NFL football field, and how it relates to their professional sales job.

Each QB has a team to support. Each QB needs assistance from their teammates from time to time. Each QB understand when an audible is necessary and knows how to close their opponents and prospects successfully.

You might not win a free trip to Walt Disney World (your President's Club trips will take you elsewhere) but you will earn enough income to take your family yourselves. And that's cause for celebration!

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