THE UNDERDOGS:
In 1960s and first half of 70s, Pakistan cricket team had some great names. Each one of them was a superstar. The batsmen could annihilate world’s best bowling attacks at will. Bowling was also reasonably strong; we had the best wicket keeper in the world. Star studded team had many all-rounders also. But this team was shy of winning. It used to lose from brink of victory. Despite such a strong team, they were always treated as underdogs. They didn’t have the killer instinct and would falter and fumble at the last moments. Then in 1976 Mushtaq Mohammad instilled some winning habits and in early 1980s a complete transformation took place. Imran Khan and Javed Miandad took over as captain and vice-captain respectively. They completely changed the outlook of the team; it started to win from hopeless positions; they would pull out a victory from the jaws of the defeat every now and then. This transformation from 70s to 80s was the result of just one thing Passion to Win.
Same thing happened with India also. Kapil Dev, Sunil Gavaskar and then a battery of newcomers transformed India from minnows to a mighty force. Giving up, losing, surrendering became a thing of the past and winning became the new norm! Ascendency of team India became so pronounced that it was no longer an underdog. On the contrary, its rivals became underdogs in mutual rivalry. Pakistan and India contests even eclipsed England, Aussies Ashes matches.
From being an underdog in B2B sales losing orders after orders to your more accomplished, more experienced competitors, you can start winning and even reverse the roles. With change of attitude, you will perform the seven steps of personal selling viz. Prospecting, pre-approach, approach, sales presentation, handling objections, closing, follow-up etc. with renewed energy, excitement and enthusiasm. You will change your fortunes and change the fortunes of your company also.
Remember a battle is first won in the mind and then actually in the battlefield. Unless you envision victory, you can’t achieve it in real life. Transformation from underdogs to champions begins within. Consequently, dramatic improvements and breakthroughs in processes and their re-engineering takes place. It all starts from painting a big picture; then packing it with power of positive thinking, public relationships, persistence, patience, perseverance, passion, piety and prayers till you become unstoppable like Pakistan cricket under Imran. Each “P” is important like “Ps” of marketing.
