What is your BAT-ting Average?

First of all – HAPPY 2020!  I hope everyone is off to a GREAT start in the New Year.

As I review my goals for this year, I keep going back to some sales training that I went-thru a few years ago.  In that training, I learned some valuable lessons – but one of the most memorable ones is “IF you don’t write down your goals and visions – you can’t hold yourself accountable”.  If you just ‘think-them-up’, two months from now, you will have forgotten them all together. Oh and how true that advice is!

Back when I worked for other companies, I always had someone who was keeping track of my sales & progress.  Now that I own a company, the only ones keeping track of me now are my Debtors………..and they aren’t as forgiving as my former bosses.   ;-)

So, Jeff, what does THAT have to do about your Headline of ‘BAT-ting Average’?  Great question…….let me explain.

As a baseball enthusiast, stats are everything.  If you are a hitter, your batting average is what keeps you in (or out) of the starting line-up.  In sales, it’s only a part of it.

In your marketing role, there are three(3) things that YOU (& you only) can control:

Behavior, Attitude & Technique (i.e. BAT-ting Average)

  • BEHAVIOR (or Habits):   Definition of behavior: the way in which someone conducts oneself or behaves. A study on human behavior has revealed that 90 percent of the population can be classified into four basic personality types: optimistic, pessimistic, trusting and envious. 

The 7 Habits of Highly Effective People

Habit #1 Be Proactive
Habit #2:  Begin with the End in Mind
Habit #3:  Put First Things First
Habit #4:  Think Win-Win
Habit #5 Seek First to Understand, Then to Be Understood
Habit #6 Synergize
Habit #7:  Sharpen the Saw


  • ATTITUDE:   Definition of attitude: The secret of a good salesperson is about what goes on inside their head. Above all, selling is an attitude. It’s how you think and feel. It’s about your whole approach to yourself, your company, your products and, of course, your customers.
Here are seven things you can do to achieve that positive attitude that will also help boost your sales.
  1. Become solution focused. …
  2. Mind control. …
  3. Get out of your rut. …
  4. Another choice is moving forward and improving the situation you are in. …
  5. Create your desire. …
  6. Educate yourself. …
  7. Soul, mind, body aligned.


  • TECHNIQUE:   Definition of technique:  Sales techniques are the methods that sales professionals use to create revenue. The sales process is something that a dedicated professional works on for many years. The techniques are refined through trial and error based on the sales associate’s experiences.                                                                      

Selling Techniques that work

1. Challenging Your Prospect’s Status Quo. Most salespeople see the sales process as a linear process. …

2. Finding Your Value Wedge. …

3. Telling Stories with Contrast. …

4. Making the Customer the Hero. …

5. Using Sales Techniques that Involve 3D Props.


So (BOTTOM-LINE) the next time you get frustrated or down in-the-dumps about your sales success rate or hitting your goals, remember that ONLY YOU CAN PREVENT FOREST FIRES……….or sales.  

Good Luck and May The <sales> Force Be With You!