high performance. You know it when you see it. It’s one of those stories that you can tell dozens of times and still love each time.
It’s captivating to watch. More of an experience than just an event or occasion.
do you remember this one
Warren Moon and the Oilers held the 1993 NFL Playoffs in their hands when the score was 35-3 two minutes into the third quarter. A complete bang. With Buffalo offensively exhausted (Jim Kelly and Thurman Thomas were both injured), the Bills had little chance of winning that game. That is, until Frank Reich, Bill’s backup quarterback, began an unthinkable series of amazing plays.
At 35-10, Buffalo recovered an onside kick and Reich threw a 38-yard bomb from Don Beebe to make it 35-17. It didn’t stop there. Five unanswered touchdowns from Reich gave the Bills the lead, but the Oilers put it first with a last-minute field goal. In overtime, Nate Odomes attacked Warren Moon to set up the most unlikely of wins and the greatest NFL comeback in history.
Final score: 41-38 for the Bills.
Most of us don’t know how to describe it any other way.
Is it a comeback? an underdog story? Pure passion? The truth is that it looks like many things.
That’s why it can be so difficult to explain. Even harder to do. Which brings us back to selling – high performance selling.
What is High-Performance Selling? And how can you do it?
Here are some observations for you on High Performance Selling:
* You bake a cake without scoring a touchdown.
I’m not sure how to say it any other way.
This applies to everything you do. By now you probably have all the right ingredients. You know how to build rapport. This is how you qualify your prospect. How to close the deal. You have a recipe that you use in your sales process.
If you’re new to the basics of the selling process, you need to catch a brand new book by my friend Jill Konrath that’s coming out in a few days – SNAP Selling. (And by the way, I’m in no way being paid to heartily recommend this book to you).
Here’s the most important thing to remember – you create art. You don’t grab a ball and run as fast as you can to the end zone. There are factors beyond your control that require adjustment. You have to recognize that. And even if you master the baking part (not burn out), you still have to add your own icing to what you create. You have to do it yourself.
Well, here are three secrets of high-performance selling:
1. Failure looks more like success.
When you fail and your peers look like you’re succeeding, you know you’re a high-performing salesperson.
Looks. Let’s get real real quick. Life isn’t a competition with anyone other than the rock star you’re meant to be. If you think I’m advocating looking around and comparing yourself to others, you’re dead wrong.
you already know better This is a complete waste of time.
Here’s what I’m trying to say. High performers view failure as one step closer to success. It’s not an act. It’s a way of life.
Rejection and loss are not endpoints. They are signposts.
High-performance selling requires the discipline to examine every opportunity and say, “What could I have done differently?”. Here’s a reality – sometimes there’s nothing you could have done better. (But I haven’t had any of those moments yet.) I’ve always found 3-4 (up to a dozen) tiny bugs, all of which contributed to my failure.
Through adjustment and rebooting, I was able to turn that failure into an incredible success.
Master your mistakes.
2. Extreme behavior is expected activity.
You have to know that going in is going to be tough. Rougher and harder than anything you could ever imagine.
There’s a reason we call this the top 1%.
The air is thin up there. And not because your nose is out of joint. Because you’re pumping your knees so hard you can barely breathe.
You must be willing to work harder than you ever imagined (and then double).
Listen, you can have a balanced life by working a guaranteed 35 hour week at Target. You have plenty of time for all your hobbies without the stress of having to change the world. But high performance requires working smarter and working harder – both.
You need extremely:
* Effort – You place more value, more passion than anyone else…
* Creativity – You care more about your prospect, about your ability to offer a solution…
* Discipline – Don’t let your immediate feelings stop you from achieving your long-term goals…
In this age of tolerance and equality, it is almost heresy to say that you have to be different. This is the only way to high performance selling.
There is no other way.
3. It starts (and ends) in your head.
You can only achieve what you believe in. The battle for excellence is won long before you even win. it’s all in your head
Your dreams. your fears. You are all part of what you will ever achieve. High performers think of high performance.
It’s that simple. They think they’re obsessed, they’re planning high-volume sales.
* They are not afraid – they act.
* They don’t wonder – they discover.
* They don’t doubt – they try.
There is a fundamental difference between envious and envious.
It’s all in your head long before it even happens.
And because that’s all that’s on your mind – no fears, no doubts, no questions – that’s all you can do. And what a tremendous difference that makes.
You really are invincible. You are a powerful seller.
Remember Frank Reich we talked about earlier?
He actually had a history of peak performance.
Reich was drafted by the Buffalo Bills in the third round (57th overall) of the 1985 NFL Draft. The Bills had drafted future Hall of Famer Jim Kelly back in 1983, and when Kelly signed with the Bills in 1986, Reich’s only option was as backup QB. Reich had his first start, only Kelly fell to the ground in 1989 with a shoulder injury – after more than three years only in a supporting role.
And he took the opportunity. In front of more than 76,000 fans at Rich Stadium and a Monday Night Football crowd, Reich led the Bills to back-to-back victories. He rallied the Bills in the fourth quarter by fielding two drives for a 23-20 win over the previously undefeated Los Angeles Rams.
However, Reich returned the following season when Kelly was injured again late in the season. Reich gave the Bills two more major wins, earning them the AFC East title and home field advantage in the playoffs.
He is now the coach of the Indianapolis Colts, where he expects high performance from the quarterback he coaches – Peyton Manning.
What about you? Is it Time for High Performance Selling?