Every single day, I see this over and over again...salespersons doing everything under the sun to generate revenue except focusing on the three basic tasks to make money.
Just like baseball in which wins are decided by hits and runs, succeeding in sales is just as simple as: prospecting qualified individuals, setting appointments and closing deals.
Baseball players spend thousands of hours practicing their swing in the batting cages. You must step up to the plate or you will never get a chance to bat to get on base.
In your business, you must constantly prospect to develop your style and finesse.
Swinging the bat is like trying to set appointments with qualified prospects. Sometimes you strike out...aka no appointment. You may get an appointment 40% of the time or, in baseball talk, you are batting .400.
In order to achieve .400 in your business, you should have a unique sales proposition to drive why the prospect should meet with you to discuss your product or service.
When you do get a hit and make to 1st, 2nd or 3rd base and look to make it back to home plate, you follow the strategies of the game and pay attention to cues and base coaches to know when the time is right to move to the next base and, ultimately, to home plate to score the run.
Similarly, at the appointment with the qualified prospect, you need a sales process promoting prospect agreement to do business. You listen intensely to the prospect (just as you would listen and watch the baseball game while on base) to help you lead the prospect where he or she wants to go.
The next time you are working your business, please remember how the game of baseball is played.
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