BE A PRO


It is so cliche to try to compare sports to business, but in the case of sales there are a lot of parallels.

I am sitting here watching the Cubs play the Cardinals, and the Cubs are shredding the Cardinals pitching.  It is the top of the 2nd, and it is 7-0.  The Cubs are hitting all the way through the lineup, and that got me thinking about how baseball players, especially in the National League where the pitchers are in the lineup and get an at-bat, baseball players are professional hitters, just like a salesperson is a professional seller.

steps of a swingThis I know from my experience around the game of baseball; depending on the coaching philosophy a baseball players swing is 3, 4, 5, 6 and sometimes even 7 steps.  As a matter of fact, as players become more advanced in their abilities a lot of times coaches will take a player who had a 3-step swing and make it into a 4 or 5-step swing.  This makes it easier to isolate places in the swing that need work.

Do you think a baseball player ever skips one of the steps in their swing?  Of course not, they are professional hitters.  Why then do sales people skip steps in their sales process, if they are professional sellers?

How ever many steps there are in your particular sales process, make sure you stick to it and execute every one of them.

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