In baseball, right handed hitters generally hit it to left field, and lefties hit it to right. Anyone can go to the nearest beer league softball game and see this in action. More importantly though you’ll see the reaction of the fielders when a left handed batter comes up, shouts of “Lefty!” rise up from the field and everyone in the outfield shifts over a few steps towards the right field line in preparation for the anticipated hit that way. When a right hander comes up the 3rd baseman moves closer to the left field line and the outfield shifts towards that side – they feel like they know what the batter will do before the pitch is even thrown. The best hitters then will do exactly what they aren’t expected to do – hit to the opposite field. A lefty will send one over the shortstop or 3rd baseman, the righty will knock one to right field. By playing against type they are able to capitalize on a misplaced fielder or two and gain an advantage.

In sales there are plenty of stereotypes of what buyers expect when they are being sold to. They have expectations, they shift their mindset and prepare answers to field the questions you are sure to ask them. After a while they feel like they know exactly what you are going to do even before you do it. If you can play off type though and ask something unexpected, do something different than every other salesman that your client has heard from – maybe you can capitalize on a missed expectation and gain an advantage.

Today’s goal: try something different with the next sales call you make or receive. Ask a different question, or in a different way. Do something that your client hasn’t heard before.

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