Imagine being the coach of a baseball team and your star player hits the ball and runs toward third base. We both know the player would be called out. As odd as this may sound, salespeople are called out everyday in sales because they head for the wrong base in sales. There are rules in sales like there are rules in any sport. A salesperson can’t afford to bypass any steps in the sales process or they will be out.

One of my roles as a sales coach is to monitor sales activities and match them with the key objectives of the sales process. The sales representative must understand the rules of sales and be prepared to follow them. When I’m teaching someone the sales process, one of the best ways is to relate the game of sales to baseball. For example, before a salesperson gets to third base, they have to go through first and then second base. Sales is very much like a game and the sequence must be followed in specific order or we will be out! When this happens, we lose an opportunity.

My field of Dreams for Sales

My game of sales has five bases and coming home is when we close. Here is a quick layout of my dream field for sales. The key objectives of reaching each base is highlighted.

•  We start out heading for first base to find out IF the contact is a prospect.

•  At second base we determine WHO the right contact is.

•  At third base we learn WHAT, WHEN, HOW, WHERE and WHY which is usually discovered on an appointment.

•  At fourth base we identify the OPPORTUNITIES, ideally we want three.

•  We then PRESENT our solution at fifth base.

•  When this done, we come home for the CLOSE.

When salespeople follow the rules for selling and a proven sales process, they always WIN! Are you following the rules of sales or a sales process? If you don't have one, please feel free to use mine. My sales process works and is easy to explain and visualize.

Steve Martinez President of Selling Magic 9319 Robinson Lane Corona, CA 92883 (951) 277-0080 www.sellingmagic.com