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It’s early January 2004. The Green Bay Packers are just 72 seconds away from their fourth NFC Championship game. They have a three-point lead over the Philadelphia Eagles, who face an impossible fourth down and 26 yards on their own 28-yard line. All Green Bay has to do is hold Philadelphia to less than 26 yards. One play. That’s all.
Just one play. In sports bars and living rooms across the country jaws drop when Eagles quarterback Donovan McNabb completes a 28-yard pass to Freddie Mitchell, and the Eagles get the first down. They kick a game-tying field goal and force the Packers to dig in for overtime.
Philadelphia receives the ball. After struggling for little gain the Eagles punt it away. Green Bay’s task is simple. Keep the ball on the ground and advance into field goal range. Favre takes the snap, drops back, and inexplicably heaves a long pass... into double coverage. Into the hands of Eagle Brian Dawkins. Into history. Philadelphia marches into field goal range and kicks an easy three to win. Game over. Lights out. Thank you for playing.
The Packers lost because they didn’t close. They played well, but in the end it came down to the fact that they didn’t close and the Eagles did.
More than just preparation
Talent, tools and preparation are vital to the success of NFL players and sales professionals. But in order to change buying habits, we must also incorporate closing into the natural life of our sales presentations.
In simplest terms, a close is an agreement to take the next step together. What you close for varies based on your overall objectives and your history with a customer.
Have you ever seen a football team attempt a one hundred-yard touchdown pass? Not likely. Both players and coaches understand that a touchdown is the last of a series of plays, each designed to bring the team closer to the goal line, which increases their chances of a successful touchdown attempt, which brings them closer to their ultimate goal of winning the game. Every play is important.
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