Give Me an “O” for Offense

Let’s face it: It’s hard to score when you’re playing defense. All-stars play defense for one reason — to get back on offense. They do whatever it takes to block the shot, intercept the

pass and get the outs so they can get back to scoring points.

When you’re playing offense you are in the game. No, you can’t play offense all of the time, but most people spend the majority of their time going back and forth. They take one step forward on offense and two steps backwards on defense, never achieving the results they desire.

Why is this?

On a scale of 1 to 10 (1 being “things are utterly miserable” and 10 being “things couldn’t be more wonderful”), most of us live and perform at around 5 (“things are tolerable”). But 5 is probably the worst place to be. Things aren’t great, but they’re not awful, either. Maybe we sell just enough to get all the bills paid each month. Maybe we make just enough calls to meet our quota. We have one foot in the game and one on the sidelines. We know we should do more but there isn’t enough pain — enough anxiety — to force us into making a change.

Then something happens that pushes us over the edge. The banker calls to tell us we’re $3,000 overdrawn on our checking account. Our boss tells us we’ve missed quota for the second month in a row. We reach the point where we’re fed up with the situation; enough is enough. We decide we’re not going to live this way anymore — not another day, not another minute. Have you ever had one of these moments in your life?

If you have, and you made the decision to make some positive changes and follow through, that’s great. But in the long run, that is not how we want to live our professional, or personal, lives. That’s living life in reaction, on the defense. Your environment forced you to take action and let go of whatever was keeping you on the bench. When you live in reaction, you’re not in control of your life, of your success — life is in control of you.

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More from Billy Cox

• Three Steps To Change Anything
• What it Takes to Get in the Game–Part 2
• A New Beginning For Your Dreams

It’s Time to Get Out of Your Chair

You don’t need a lot of complicated ideas to raise your performance to the next level. All you need is one idea that you will use, one idea that can put you on the offense against mediocrity right now. Now is what you can do this day, hour, or moment to move your life forward.

Top salespeople spend most of their time playing offense. In sales, that means you are in front of customers or potential customers. The all-star salespeople spend most of their time prospecting, making sales calls, learning more skills, improving existing skills and producing measurable results.

So, get out of your chair and call a potential customer now. If you can do that, your confidence will soar and you will motivate yourself to make a second, third, or 10th call. It will only be a matter of time before you achieve better results and make more sales. If you will consistently force yourself to take some kind of action now, to play offense, the process will eventually become a habit and your success will grow.

Please Comment below and let me know what you think!

More from Billy Cox

• What it Takes to Get in the Game–Part 2
• What it Takes to Get in the Game–Part 3
• What it Takes to Get in the Game–Part 1

Sitting Still Is the New Sliding Backwards – Part 1

Just as emotions can help the customer buy, you must also create some emotions within yourself that will drive you to change.

Why should you change? It’s no longer true that if you keep doing what you’ve always done, you’re going to get what you’ve always got.” Now if you stay the course you may not even be in business a year or two from now.

To succeed as a salesperson in today’s ever-changing world, there is no such thing as status quo. We live in a consumer savvy, knowledge-based, microwave society. Today’s consumers can push a button and have information at their fingertips, and business in general is conducted at the speed of thought.

If we want an edge in today’s marketplace, we must embrace change. This means we need to be constantly updating our skills and improving all areas of our performance. The individuals who embrace change with a constant improvement attitude have an advantage over their competition and a real edge in life.

Comment Below on Your Opinion.

More from Billy Cox

• Sitting Still Is the New Sliding Backwards – Part 2
• The Real Connection with Prospects – Part 2
• Three Steps To Change Anything