One Team Will Have The Advantage

A week ago was New Year's Day, and there were many college football bowl games being played. Tonight is the finale for the 2008 college football season.

Regardless of which team wins - Oklahoma or Florida - the one that does will probably have a mental edge over their opponent. They will have a better game plan, be more mentally prepared to play well, and adjust to situations more quickly than the other. It could a game decided by a single point, but that mental attitude will make a difference.

It's the same in any sales encounter. Either the customer or the salesperson will be better prepared to make their case.

If the customer has the edge, they can figure out ways to walk away and go home, such as maintaining that they aren't ready, that they need to think about it some more, or that there are other places to see.

As salespeople, we need to have the edge to be able to work through those points of indecision or apprehension and show our customers how making a decision is in their best interests.

The mental advantage is important in any contest.

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