While driving to an appointment and listening to my favorite sports talk show, ESPN Radio with Colin Cowherd as the host, I heard an interview with Warren Moon, a newly elected member of the NFL Pro Football Hall of Fame. Warren Moon, now retired, spent his most productive years as a quarterback for the Houston Oilers. The Houston Oilers were charter members of the American Football League, now transplanted to Nashville, Tennessee, and rebranded as the Tennessee Titans. When Mr.
Moon was asked about his years of greatness and success as a winning quarterback, he said, “I did all my hard work on the practice field the week before the games. ”
Moon went on to explain, “If practice was a success I knew that the game would be great and we had a better than 90% chance of winning. ” Those two statements by Mr. Moon brought me back to a statement my eighth-grade English teacher Lady-Marie Scranton would make at least once a week to a room full of wannabe smart ones: Proper Planning Prevents Piss-Poor Performance. She was referring to the homework assignments that had not been turned in and the likely impact on Friday’s examination.
I carry those six P words with me in every job I tackle. In order to sell in a business-to-business environment you must properly plan before you enter the game. Each sell requires at lease a inconsiderable amount of is factual clearly understood and well connected information that adds montary value to your offering. Any less will go down in flames.
FRANK MIMS V is a former Private Country Club Clubhouse Manager. For the last 20+ years he has earned his living as a career sale professional with the Xerox Corp. , Wiltel/Worldcom and the Canadian based Mitel Networks Inc. an international communication company.
He has sold in both the domestic U. S. and international markets worldwide with his focus on large enterprise corporation account penetration. Today Mims is President of The Mims Morning Meeting a SALES SKILLS ENHANCEMENT COMPANY designing training technique for meetings to stimulate sales and productivity for sales and marketing organizations.
He is also a guest lecture at colleges and universities. Mims is a master storyteller and the author of the soon to be publish book “THE BEST WAY TO GET ON YOU FEET IS TO GET OFF YOUR ASS AND SALE SOMETHING”. You can view some of Mims midget sales skills enhancement stories booklets online at http://www.mimsmorningmeeting.com.