Home Runs and Sales
I used to coach my son’s Little League team years ago. I found out that one of the hardest things to teach the kids was to swing at the ball. So many of them were afraid to swing, so they stood with the bat on their shoulders and watched the ball go by, hoping it would be called a ball…four of those and you got to first base. The problem: you only get to first base now and then. Worse than that, you never get a double or triple or knock one out of the park. Worst of all, you never get the satisfaction of actually hitting the ball.
So why were the kids afraid to swing? They didn’t want to strike out! They didn’t want anyone to laugh at them or be upset with them. They didn’t want to risk their egos by swinging and failing. It’s interesting that the great Babe Ruth, who was the home run king of Major League Baseball, also struck out more than anyone else who has ever played the game. Without taking risk and experiencing failure, nothing exceptional is ever achieved. The greatest baseball players of all time have batting averages around .300. That means they were out 7 times out of every 10 times they went to bat. And they were the successful, high-earning, famous players.
Here’s the crazy part. If kids don’t swing at the ball, they’re probably out. If they do swing, they might be out, or they might hit the ball. Swinging increases the probability of success. The result of swinging and missing is exactly the same as not swinging and being called out on strikes. And only swinging makes it possible to get a hit. So why not swing at the ball?
The comparison to sales is obvious. So many salespeople are afraid to ask for the sale. They wait for the prospect to take the initiative. The problem: they only make a sale now and then. Worse than that, they never get consistent success and above-average income, and the greater the opportunity, the bigger the deal, the more frightened they are. The great sales go to the successful salespeople, who aren’t afraid to ask. Worst of all, the fearful salespeople never get to experience the joy and satisfaction of sales success.
So why are salespeople afraid to ask? They’re afraid the prospect will say no. They’re afraid they might appear foolish. They’re afraid prospects will be upset with them and perceive them as pushy or aggressive. They’re afraid the prospect will object to the price. They’re afraid no one will say yes. In short, they’re afraid. They don’t want to risk their egos by asking and being told no. It is a fact that the most successful salespeople in the world are the ones who overcome their fears and ask. And guess what! They hear “no” much more than they hear “yes”. They’re the salespeople who become famous in their companies and industries. They’re the ones who earn six figures plus, selling.
Here’s the crazy part. If salespeople don’t ask, they probably don’t make a sale. If they do ask, they might be told no and not make a sale, or they might make a sale. Asking increases the probability of success. The result of asking and getting a no is exactly the same as not asking and not getting a sale. And only asking offers any possibility of getting sales consistently. Why not ask for the sale?
Dare to swing for the fences, dare to ask, dare to sell, dare to succeed. Get the bat off your shoulder and swing! If you need a coach to help you do it, let’s chat and find out if coaching with a Red Cap Sales Wizard is a good fit for you.