Be the Ball

Be the Ball...

One of my favorite scenes from a movie is Chevy Chase in Caddyshack, giving a golf lesson to his caddie and telling him to “Be the Ball.” The instruction was to help him, feel, see and hit the ball without the use of his normal faculties like sight.

So great, how does that relate to me? Sales professionals sort of, by nature, adapt to their environment and adjust in a process many times to accommodate our prospect. Trying to be all things to all men can be a good thing as long as we can do it in a way that compliments our style and personality. Because a prospect can smell insincerity a mile away and that leads to the death of a salesman.

In order to “be the ball” with a client of prospect, we need to have a real grasp on a few things:

Know whom you are dealing with:
PERSON: if you show up uninformed about the person whom you are dealing with, then you will have to play catch up. A little online research about the person you are meeting with, or a quick call to a co-worker or assistant can prove to be a call of incredible importance. Now sometimes this may not always be practical or possible, but the information is critical.

In the event that you cannot do any reconnaissance, then you might want to be alert during the meeting as you ask questions, to determine how they are motivated and how they view a sales cycle. This can be done by observing their reactions as you ask a question. Watch for body language and eye movement as these can provide insight into their mental composition.

COMPANY:
There are a plethora of ways to gather information about the company who you are calling on. So much of this is available online in various forms. I have been thrown out of sales calls for asking questions that I should know the answer to. Do your homework.

SIMILAR:
What companies are similar in size, business type, revenue, use common vendors, and the like. You may be able to get a warm introduction from a vendor which is better than any warm cold call.

COMPETITOR:
Know who the competition is (you are probably calling on them too). They are more than likely facing some similar business issues and this could give you a leg up in a competitive situation. Anything that will distinguish you is a plus and relevant information adds value to your solution.

Why are you calling on them? You have to be able to answer "why" they will buy from you and you have to be able to articulate as to HOW you can connect with what they need. When you know why the prospect will buy from you, then you are in a good position to win the business.

Good Luck, and Ignite your Passion.