Oh, I know it's easy.  Sometimes it's too easy.  But darn it, people like them and they just plain work.

I'm talking about sports analogies and as much as I'd like to avoid using one, I'm just not artful enough to think of another way to make my point.  So, if you just can't stand it, I'll understand if you want to skip this post and maybe dig through the archives for some of my better stuff.  For the rest of you, let's take the easy way out together . . .

Have you ever noticed what every baseball team in the world does in between innings?  The infielders field ground balls and throw them to first base.  Outfielders throw the ball between them and the pitcher warms up on the mound.  This isn't just what happens at the pro level to occupy the time while TV is in commercials.  No, this happens in the minor leagues, college, high school and little leagues.  Not just once in a while but in between every inning of every game!

There are two reasons why teams do this:
 
1) Because practicing the basics is the best possible way to ensure that one will be able to perform them when the time comes.  When the time comes, it comes quickly and there is no time to think and there is no time to coach.  There is only time to do and in order to do properly and effectively, one has to practice the basics over and over again.
2) The basics are the building blocks of the complex. 

Have you ever noticed the answer a football coach gives when he is asked how he managed to turn around a program?

Invariably, they will say, "Well, the first thing we did was get back to blocking and tackling."

Blocking and tackling happen on every single football play and a team has to be good at those skills before they can layer on more intricate skills.

Sellers need to be practicing the basics each and every day for the same reasons that sports teams practice their basics.  

Here are a few of the basics of selling that need your attention today:

1) Identify the best possible prospects for our products and services
2) Develop and hone our stories and presentations.
3) Become an expert again at how our products work and what is unique about them
4) Renew our passionate connection to the pride we feel in our work and our company
5) Remember that our job is to be persuasive and craft an argument that convinces
6) Make a lot of calls.  See a lot of people. 
7) Offer reasons for prospects to do business right now

Selling can be as beautifully intricate as a well-designed football play with layers of complexities.  Despite plenty of evidence to the contrary there are sellers in every organization that think they can get by with talent alone.  This "fly-by-the-seat-of-your-pants" selling isn't practical during the good times and is flat out irresponsible during the current times.

If you're already practicing the basics of your craft take this as encouragement to keep it up.  If not, let this be your warning.

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