By Bob Miller
“WOW, What a game !! Broncos versus Panthers. The Sheriff against the Young Gun.
You got Payton 39, the oldest ever to play in a Super Bowl at quarterback, and Cam, the youngest, at 26. Cam was nine years old when Peyton entered the NFL in 1998.
What a contrast in styles. Payton is a pocket passer primarily, very deliberate, extremely consistent, tremendous student of the game, who prepares and plans like no other. While Cam — who also works very hard at his craft — is a very mobile quarterback, who can run as well as throw. Man, can he throw! He is very enthusiastic, has lots of energy, and wears his emotions on his sleeve.
This time the Sheriff took home the trophy along with the tremendous defense of the Denver Broncos.
While watching the game, I felt there were some lessons that could be transferred over into sales. Whether you are a veteran or a rookie in sales, being professional at all times, is the key to being successful. No matter if you win or lose the sale. In fact, sometimes a customer learns more about you when you don’t get the business, than when you do.
No one likes to not make the sale, but that’s part of life. You analyze the situation, correct the things you did wrong and move on. Just make sure you learn from the experience so it doesn’t keep occurring.
This game was very hard-hitting. The Broncos’ defense was unrelenting from the start. The Panthers’ defense was also very strong, just not good enough that day. The Broncos’ defense was ranked number 1 in the league, while the Panthers’ was number 6. However, the Panthers were ranked number 1 in offensive scoring. This was the match-up everyone wanted to see — the number 1 defense versus the number 1 offense.
Eight of the last ten years, the best defense has beaten the best offense. Well, it happened again.
In a game of this magnitude, having a ” positive mindset” and showing good body language, especially at the quarterback position, is crucial. I noticed early on that Payton was himself — steady, consistent, not flustered. Meanwhile, from the first snap, Cam never smiled, seemed lethargic. He didn’t show much emotion. It could have been all the interviews and all the commitments before the big game. I don’t know. But I know one thing: He didn’t look like he was having fun out there.
If you have ever had to make a big presentation to an important customer, you definitely feel anxiety. It’s how you handle that anxiety that shows up in your performance. It’s important to make sure that you prepare thoroughly, but also come across confidently, and enjoy the opportunity (that is, have fun).
Emotions play such a big part in sales. Having excitement about what you’re selling, and showing your passion and enthusiasm to the customer, is crucial to having them buy into your pitch.
You know the Broncos were emotional when Von Miller came around the corner to sack Cam and cause a fumble, which the Broncos recovered for a touchdown. That got them fired up, and it seemed to fuel them for the rest of the game. The defense of the Broncos was relentless. They had a purpose and conviction that they were going to stop Cam, and they did just that. Their “WILL TO WIN” was something special to see.
In sales, the “Will to Win” is paramount to being successful. It shows itself in your preparation before the call, your conviction and passion while presenting, and your ability to listen and observe how the customer is reacting to what you are saying.
Expectation is another big deal in my book. What you expect is what you will receive, so set your expectations high. A great example of this was listening to Von Miller, the defensive end for the Broncos, who won the MVP Award. (Two sacks, two forced fumbles, and one touchdown.) After the game, he said his goal had been to not only sack Cam Newton, but to strip the ball out of his hands. That’s exactly what he did.
That’s the kind of attitude you want to take in sales. Don’t only go in there to achieve one goal, but multiple goals. Ask those questions, find out what that customer needs, and fulfill them.
That’s what separates the good from the great. Expect to win. Expect to achieve more than others.
In conclusion, the story lines were many. You have the two Denver coaches who were fired two years ago by the Houston Texans — the head coach, Gary Kubiak, and the defensive coach, Wade Phillips. Heck, Phillips was out of football last year and didn’t have a job. They end up winning the Super Bowl. On the other side, you have the head coach, Ron Rivera, who was turned down seven times for a head coaching position. He has taken the Panthers to a division title three times, and this year made it to the Super Bowl.
The lesson here is never give up on your dream. Never quit. You never know what the future holds.
Bob Miller is executive vice president, sales, Gericare Medical Supply, Monroeville, Ala.