Cold calling and baseball – what could they possibly have in common? Babe Ruth, Hall of Fame Baseball player one said “What do I think about when I strike out? I think about hitting home runs!” What do salespeople think about when they “strike out” during a cold call? Do they think about that loss or do they think about the next win?
When cold calling, it’s important to stay focused on the end result – setting an appointment. When a professional athlete doesn’t make a home run, touchdown or hole in one they don’t focus on the loss. Instead they focus on what they could have done differently to win. That is what makes them exceed in their profession. They practice the right moves so that next time they can achieve the ultimate goal. And the next time they are in play they’re thinking about the win – not the last loss or even the option of losing. For them, losses are history, not a thought of that option passes through their mind. They are already focused on the next success. They have their eye on the prize.
Salespeople must approach their craft in much the same way when cold calling. They have to focus on the opportunity to win without considering the option of not. And they have to practice perfect to improve their skills. Not simply practice but practice with focus. Practice with focus is what accomplishes positive change and improvement.
Inside salespeople who cold call on a daily basis strike out on a daily basis. It’s the nature of the industry. But the difference between a successful and an unsuccessful inside salespeople is what you do after you have struck out. Do you think about striking out or do you think about winning? Focusing on the positive, while cold calling, is what ensures a positive outcome. If you are thinking about any other outcome the prospect will hear it in your voice – confidence and a positive affect lay the foundation for a successful cold calling outcome.
If we make a cold call while we are thinking about striking out we surely will. Our thoughts determine our future. If we make a cold call while we are thinking about winning an opportunity, securing an appointment or developing our pipeline of opportunities then that is the outcome we will achieve.
So next time you strike out during a cold call, stand up and brush your pants off. Get back up to bat, pick up the phone to make your next cold call and focus on the next homerun. And before you know it you’ll hear the crowd cheering!
