Book-Marketing Tip of the Day – June 21, 2019

Does watching a baseball game remind you of selling books to corporate buyers? In book-selling situations you make your pitch to the buyers. Think of them as the catcher of your pitch. In a real baseball game, the catcher directs the pitcher. Similarly, in selling situations, buyers are giving you signals – the problems they need to solve, or their acceptance or objection to what you are saying.

 

To make things more interesting the batter is analogous to your competition, trying to keep your pitch from getting to the catcher. From now on, when you make your pitch read the catcher's signals and keep it away for your competition.