If at First You Don't Succeed ...

J ust as there's not one ballplayer who knocks it out of the park each time up at bat, there's not one sales professional who closes each and every deal. No matter how strong your products and services are, no matter how well you've researched your prospect, no matter how articulate your presentation is, you may face failure ... and you have to be able to deal with it. Take a few tips from the sports specialists.

Despite what's going on in the game, successful athletes keep coming up to the plate with enthusiasm and determination. Why? Because they know it's not personal. A break is bound to come. Stick with what got you into the game and stay with what you've put into it.

Sales slumps are legendary. While everyone has them, the top sales professionals are quick to get out of them. How do they do it? They get moving, and fast. Making more calls, refreshing skills and scripts, reading motivational materials, communicating with colleagues - it all translates into breaking that losing streak. Remember, the law of averages is on your side.

World champs also rely on discipline. It drives the successful athlete like nothing else. The greater the self-discipline, the greater the reward.

Your sales career won't take off without applying and re-applying the basics, over and over, day after day. You can't shine for one sale and then slip into an easy chair for the next week. The daily discipline of making calls, returning calls, following up on pitches and promises, and ferreting out new prospects will keep your sales physique in shape and your batting average right up there with the all-stars.

Batter up!