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10 Selling Scenarios When You Must Slow Down

Posted by Fred at 2:40 PM on Feb 28, 2017

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Originally posted to Dave Kurlan's Understanding the Sales Force blog



By now, surely everyone has written their Super Bowl articles, drawing inspiration from the game, the comeback and the records to make their points. In my business, it's rare when someone isn't an optimist but I'm a realist and the realist in me kept saying how improbable it would be - even for Tom Brady and the Patriots - to come from that far behind and tie it - never mind win it - against a team as powerful as the Falcons.

But the Falcons' defense was not accustomed to staying on the field for such long stretches and after the Patriots finally tired them out, the Patriots were able to repeatedly drive down the field at will and clai the historic victory. I read many articles and quotes after the game but the one that works best in this Blog is a quote from 2016 Cy Young Award Winner, Rick Porcello.

He said, "[When I find myself behind in baseball] There are two things you can do. You can think about how insurmountable it is to overcome or you can think about what you can control. That’s getting strike one on the next hitter and going from there." “I felt like there was a comparison there. [Brady's] thought process and why he’s so good is that he’s able to slow those situations down and focus on the present and what’s in front of him. That’s really hard to do, especially in a game of that magnitude.” And of course, we can translate that for sales.

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