Guest Post By: Dave Brown
Baseball was one sport I actually did not play, but I’ve watched enough to know a little about it. What gets me is the striking out. Of course, I think of sales.
One thing that can happen in baseball: you strike out while just looking at the ball. You watch it go right by you and you do not even swing.
For those of you who also do not play baseball, it’s whenever you’re sitting there ready to hit the ball and it comes whizzing by you. Three times and the Umpire does his thing and says you’re out of there! Are you at least swinging, or just letting it hit the glove behind you?
Don’t be that person who never even swings at the ball or someone who never gives yourself a chance to be in the game.
This happens with so many people. They don’t even give themselves a shot, like when an objection comes up they just let it go right by them and don’t keep trying. They are just letting their commission whiz right by them.
It’s in every process and part of the sale. It’s in the prospecting whenever you ask somebody to meet with you, or set an appointment with them, ask them to make a decision. Make it happen! You can’t strike out by not even trying to set something up!
There have been times on the phone I know someone is not interested, but I jump right to asking them to make a decision. Yes, or no. When can we meet? They may say something like, “This is not for us, Dave. There’s no way we could make it work.” What I say is, “OK, cool when should I come out and train your team?” I just ask when is good for them. It’s important! I don’t let the ball just go by me I will swing and try to hit and sometimes it will be a great hit. Home-run!
One of the worst things you could do is procrastinate on asking someone to follow through with the decision of meeting with you or purchasing your product or service. Why wait?
Average people get “maybe” all the time. Top producers find ways to get “maybe” out-of-the-way! To make a change, and make that ‘maybe’ be confident, ask for that decision to be made.
Whenever you ask someone to say yes or to say no, it’s a good thing. The ‘no’ will keep you moving. You know to shut those down. The yes, of course, is a great thing! “Maybe” is something you create by not asking someone to make the decision… by not swinging that bat and going after it.
There is so much weight and emotional energy that when you don’t ask for the appointment for the business it’s like what the heck are you even doing.
Are you truly in sales, or are you just a professional presenter?!
Go out there and start swinging, stop striking out just watching things go by you!
Dave Brown is a senior partner and executive level coach at Southwestern Consulting and author of the upcoming book Painless Prospecting. Dave was a record breaking salesman for Southwestern Advantage, knocking on over 50,000 doors before the age of 25. He has spoken and trained over 100,000 sales professionals across the globe with Southwestern Consulting.