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If the batter swings too early he will probably miss the pitch or perhaps hit a weak ground ball. If the batter swings too late he will probably miss the pitch or perhaps hit a pop fly ball. If the batter times his swing perfectly and squares the ball with the bat he will crush it. Salespeople need to crush it when it comes to reaching decision makers. They must time their ask perfectly or they will probably strike out. You can also use comedy as an analogy where the comedy writer provides the same routine to a professional comedian and an amateur. The words coming out of each person’s mouth would be identical but the professional comedian gets the laughs because of having mastered the timing and cadence of the delivery.
This problem can be fixed but the trainer or coach providing the help must have a mastery of the nuances of how these pieces all come together. If your salespeople can reach even 25% more decision makers, think about the impact that will have on revenue.
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