How Peyton Manning helps you slow down the sales game

I was reading an article in Sports Illustrated by Boomer Esiason (the former quarterback for the NFL’s Cincinnati Bengals) and was discussing what makes Peyton Manning a great quarterback. He specifically discussed how, on Nov. 17 of this season, when Payton was playing against the undefeated Chiefs, Peyton was challenged to survive a defense that led the league in sacks. boomer says:

“The pundits were saying how that passing pressure from KC would affect him, that this would really be a disaster for Peyton. But from the get-go, he knew exactly where he was going with the ball, knew exactly what coverage he was doing.” watching, and it took so much pressure off the line from him that the defense had no chance to get to him.”

KC didn’t get to Manning once that night, and by the time the game was over, KC had their first loss of the season.

Boomer goes on to make a crucial point: When you really understand the game of soccer, it turns out to be a simple game. For quarterbacks and players who haven’t taken the time to really learn it, to study it and adapt to it, it’s a fast-paced game and oftentimes you just react. But when you’re engaged like Peyton is, you can literally slow down the game and control it. Once you do that, you realize that it’s really a simple game.

And in sales, it’s exactly the same.

Many sales teams and reps I work with find that the sales process (the prospecting/qualification call, the demo call, the closing call, etc.) seems to happen very quickly. They often feel overwhelmed during each of these calls and don’t ask important questions or lose control of the situation. Then they get frustrated and struggle to catch up.

Boomer goes on to report that as a veteran, he also knew how to slow down the game and perform at the highest level. He says:

“I also had a crystal-clear understanding of what was happening on the field. I could process the game so quickly: call a play, get to the line, listen right away, read the defense, work on my progressions, find the open man. It was like an old pitcher who couldn’t throw 95 anymore, but who knew from years of experience what he had to do to get the job done.”

And it’s the same in sales.

All major producers understand this analogy with sales. When you listen to a top-tier producer’s recording, what immediately jumps out at you is their full understanding of what’s going on during the call. They can also quickly process the situation and ask the right question, come up with the right answer, read the prospect, analyze their responses, and find the opportunity they need to direct the call or handle potential objections.

As Boomer goes on to say, “…but in each game her (Peyton’s) brainpower is clearly much higher than everyone else’s, so it seems like she has the answers to the test before she takes it.”

Peyton’s preparation, commitment and study of the game allow her to slow down the game and control and dominate it. His work habits are legendary. Boomer used to joke with Frank Reich, Peyton’s quarterback coach for several years with the Colts, that coaching Peyton had to be the easiest job in the world because of the amount of work he puts in. Frank disagreed:

“On the contrary, Boomer, this is the hardest job in the league. Peyton is the most demanding player. From the moment I walk in, I have to have certain videos ready; I have to be ready to talk over and over again about what what’s going on”. happening in the field, trying to foresee things that might happen. He has an unrelenting desire to be great.”

To be great at sales, you must also put in the time, invest in the resources, and commit to learning the skills and tools you need to be successful. But once it does, the sales game slows down. It becomes easy for you to identify qualified and interested prospects and immediately know exactly how to take them through the sale and win the deal.

It’s one of the most satisfying and exhilarating feelings in the world, and I hope you too have an unrelenting desire to experience it.

Copyright (c) 2014 Mr. Inside Sales