Telesales and Spring Training: Time to stretch the Sales muscles
Pitchers and catchers have reported and the remaining team members are trickling into Spring Training. Always a great time of year: the sales year has launched, the Sales Kick Off meeting is history, and now it is time to get down to some serious business. Time to stretch your sales and management muscles and focus on the telesales business at hand.
In the spirit of the baseball season (and the prospect of another World Series), I like to start the season by brushing up on my selling skills. And what better resource than sales books with a baseball theme?
My favorites? Baseline Selling by Dave Kurlan and Management by Baseball by Jeff Angus. Worth reading, rereading or, at the very least, digging into a few chapters.
Check out these chapters:
Baseline Selling: ‘Chapter 3: In the Zone – The Psychology of Sales’.
Dave Kurlan writes ‘When you step to the plate in sales, you want to have your game face on by being sure of yourself, confident in your product and presentation, and certain that your prospect needs the solution that you can provide.” This chapter is packed with ideas and exercises that prepare you to step to the plate with confidence.
Management by Baseball: ‘Chapter 6: Charting Hits: Optimizing Player Performance’. Jeff Angus says ‘To win, you have to improve player performance – and do it continually. You do this using four specific practices….Experimentation, OMA (Observe, Measure, Analyze), Applying, and Coaching.”
Play ball and keep selling!