Have you ever wondered where the term ?sales pitch? comes from? You have a dozen thrown at you every day, (a few hundred if you watch television.) and depending on how you run your business, you throw a couple of them yourself. But what comes after the pitch? Just like in baseball, you can't just throw a few balls around and expect to win the game. Like any sport, this game requires patience, practice, a little coordination and some good old-fashioned teamwork. But believe it or not, your business could be as easy as a game of baseball. So grab your peanuts and crackerjacks and get ready for 4 simple steps that will assist you in winning your next big sale!



Step 1. Find the People

You're on the pitchers mound. What's your first step? Well you need someone to throw the ball to right? Whether it's a small ad you put in the newspaper, a car flier, vehicle wrap, or just plan meeting people face to face, you require players if you're going to be in the game. Only think of this more as open try-outs. Not everyone you find is going to play well enough to be on your team (unless you are just playing for fun.) Assess their skills and choose those who will create a winning team.

Step 2. Tell the Story

Here is where the ?pitch? comes in. Only, unlike regular baseball, don't try to strike them out. (We want them to hit the ball.) The less you say initially the better, as you want to create curiosity. In general, they aren't ready to run the bases yet, so resist verbally ?throwing up? on them. Most successful companies are system driven, so let the system do the selling for you later. If you throw a fast ball (giving them too much info too fast, ) you'll talk them in and right back out faster then you can say the word ?STRIKE.

Step 3: Build for Events

You have now gotten them to first base. This is where your companies system comes into play. Whether it's a conference call, a 3-way with your mentor, a company overview or web presentation, keep them in the game by moving them from one event to the next until they have a full understanding of what the business and product entails. This is moving them through the bases on the field.

Step 4: Follow Up

This is the step that I see most people miss, but it is also the most important. Too many people expect a home run on every sale, and although you run across the low hanging fruit or the ?lay down? sales from time to time, naturally in this business there are going to be objections. Set a follow-up appointment immediately following the main event you've put them into (while the information is still fresh in their minds.) If you are dealing with a large ticket item, start by saying something like ?Assuming money was not an issue for you, what questions can I answer for you?? This allows you to address any other concerns they have, as money is usually the first objection that comes up. When all of their other concerns have been addressed and you have asked them buying questions throughout the entire process, then ask them how they would like to get started. If the money is still an issue, have a list of different ways people have found or borrowed the money to get their minds thinking outside the box a little. Live testimonials at this stage are crucial too. Get them on the phone with as many different people (especially people they have something in common with.) They will trust someone more who does not benefit financially from the sale.

If you have not collected a check at this stage, repeat the process. Keep them plugged into events and provide additional information about the company or product. This will keep them excited through the decision process and eventually score you the winning point!