As I tune in to watch college football games this afternoon, there is always talk about the matchup - the team that is favored against the the underdog.
The favored team may be undefeated, nationally ranked, in first place in their conference, a very strong and dominant team, or one that typically beats the other team whenever they play. It also could be relative - that the other team is generally weaker in many areas although the favored team isn't normally considered to be that strong.
If "our" team is playing it doesn't matter whether they're favored or not, we want them to win. In fact, it's nice when they are favored because the announcers say nice things about them.
On the other hand, people enjoy rooting for the underdog or watching an upset. They aren't expected to win so it's even better when they do.
Applied to sales, making the hard sales - the ones that people don;t give us much of a chance of doing - is more rewarding and exciting that making the "easy" sales.
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For more information on my coaching services or sales tips visit my website stevehoffacker.com or my blog homesalesinsights.com.
