Try Something New: The 24 Hour Rule
Today, we’re going to talk about football and how it relates to sales. Most players follow something called the ‘24-hour rule’: they’ll think about a game for 24-hours after the final score… but not a minute more. That’s one day to celebrate and enjoy their victory or mourn their loss. That’s one day before they move on and start thinking about the next game.
How does this relate to sales?
Here’s the thing: most of us do the opposite. When we broker a big deal, we celebrate for as long as we can get away with it. We talk about it for weeks — or months — to our co-workers, friends, family, unfortunate listeners who get roped into a conversation with us on the bus…
I think that we, as salespeople, can learn a lot from football players. One win is just that— ONE win.
Sure, it’s worth celebrating — pat yourself on the back, treat yourself to that steak dinner, add a lobster tail, whatever — but there are more sales waiting for you on the other side. The REAL money is found when you start to think ahead, deconstruct your losses, and analyze the winning factors of your deals.
This is about getting out of your comfort zone. It’s easy to do what is comfortable, right? When a strategy works, our instinct is to repeat it. We say, “If it’s not broke, don’t fix it,” but I want you to think about something: what happens when you overuse something that works? It gets worn out. It breaks.
Being in your comfort zone, you can fall into a rut very easily. You may go on autopilot, stop innovating, or approach new problems from the same tired angle. You may not lose your current customers, but you may find yourself on a plateau where you’re not growing the way you should.
That’s why I encourage you to try something new. If you’ve made no efforts to sell to the government last year, try something new in 2020. Utilize the ‘24-Hour Rule’ to your advantage and create momentum for you and your company when it comes to honing your talents as a government sales team.
The government spends an average of 7 trillion dollars a year — that’s $20 billion a day. If you do a quick search for the latest government contracts issued, you’ll see that some of these deals are for $100,000, $200,000 — of course, it takes hard work and patience to win that business, but so does any contract worth pursuing. Right now is the best time to get into government sales and reach out to agencies, the Coronavirus crisis has expedited the process making it even easier for your company to contact and potentially sell your product or service to them. There is an additional $2 trillion in spending available now.
If you need help, there are tons of resources out there, and only one full training program that’s 100% dedicated to government sales. GovSales University will not only teach you everything you need to know, but it’ll break down all the other resources that can help you reach your goals. Become a company that the government buys from now.