Continuing on our Monday morning teleconference calls (join us sometime, it costs nothing and is a fun 20 minutes.. just go here for more info.) today’s topic is named after really poor sports officiating.
Since my son and many of his peers are professional athletes, it is the rare occasion (to my mind) but it does happen that a game can totally get out of hand and that those responsible for managing the flow of the game appear to be watching something all together different – hence people walk away thinking the three referees (in the case of hockey) were 3 Blind Mice – not seeing anything or acting like they didn’t, or worse, stopping the flow of the game on a constant basis for very small infractions. Now that there are four NHL officials in a game, perhaps this analogy will change – oh, yea, probably to FOUR Blind Mice. case in point:
Did anybody see the Super Bowl? The general consensus is that it was one of the poorest refereed games in history.
So I use Thre Blind Mice as a way of thinking about three very important issues in selling that we can let slip past us. Here they are, in no particular order:
Poor Time Management – putting our energy into the wrong things every day, and not working off of a plan
Poor Opportunity Management – focusing on the wrong opportunities, and not going for a yes or a quick no
Poor Follow Through – not following up with those who are expecting you to, and with those who are great potential alliance partners and potential clients needing more information.
It all gets wrapped up under not looking at the bigger picture – which is an easy place to fall into. Just remember that rather than running around with blinders on, you CAN refocus and regroup for huge potential gains.