Rebounds

I was selling security systems door-to-door almost 20 years ago. New salesmen have a tendency to think information is what sells. It seems like naming 50 features is better than only naming 5, because you never know which feature will resonate.

But, unless someone really, really, really wants what you’re selling, 50 features make people’s eyes glaze over.

Our sales manager called it, “Show up and throw up.”

After learning from mentors like him, I realized you often only need to name one feature. As long as it’s the feature the client cares about. Every extra feature just adds an opportunity for them to start thinking your solution is too complex.

And then they freeze and say, “Let me think about it.”

So why is this post titled Rebounds?

Because I was reminded about this concept on Saturday while coaching my two daughters in basketball. I have 3rd, 4th, and 5th grade girls on the team, and they all have different skill levels.

So I gave them one thing to focus on—rebounds.

“We have a secret weapon, girls, and that’s rebounds. Whichever team gets the most rebounds wins.”

Now I could've given 50 pieces of advice throughout that game. But I decided to wait to address those things until the next practice.

Rebounds are important. And at the 3rd-5th grade level, getting a rebound is more about tenacity than it is about height or skill. So any one of the girls could get excited about trying to get a rebound.

But I’m not sure if rebounds are the most important thing I could’ve chosen. I just needed something they could joyfully focus on.

They needed the freedom to play hard without thinking about it.

What do you think?
Joseph