A common term used in sales is “playing hardball.” Simply put, it means to be an insistent and a competitive salesperson. Some of these qualities can be positive as a salesperson who plays hardball can be highly persuasive and are often great negotiators.

However, salespeople who play hardball can also come across as aggressive to the point of being unpleasant. While this approach may seem effective in the short run, in the long run it may have the effect of decreasing ongoing partnerships with customers.

Because of the pros and cons of this approach, every sales professional needs to ask themselves, “Is it good to play hardball in sales?” The truth is there is no correct answer as playing hardball means different things to different people.

But there are some common aspects to playing hardball that you should know, especially if you are thinking about adding it to your array of tactics. Here is a breakdown of what to expect as you decide whether it is right for you and your business:

But there are some common aspects to playing hardball that you should know, especially if you are thinking about adding it to your array of tactics. Here is a breakdown of what to expect as you decide whether it is right for you and your business:

Being Aggressive and Persistent

The most well-known aspect of playing hardball is being incredibly insistent and aggressive in their sales strategies. Hardball players are extremely determined and are willing to do whatever it takes to get the advantage and to be successful. This includes being incredibly persistent with their clients, doing whatever it takes for them to make the deal, often for as long as it takes. It also includes being competitive, developing strategies in order to outperform their competitors.

However, this can lead to some of them being incredibly predatory toward their clients. There are many strategies used by hardball players wherein they are getting a lot more out of the deal than their client is and are able to convince them to accept these deals through aggressive tactics and constant pestering. This often gives these individuals a negative reputation, which extends to the business they are working for.Within the business, playing hardball can also give them a negative reputation and can make them appear less trustworthy. Additionally, the life of a hardballer can be incredibly exhausting and lead to burnout.

That does not make them all bad, as hardball players who show a proper amount of restraint can be incredibly respectful. Those who are persistent and persuasive, but not too pushy and respectful of boundaries can be incredibly effective. Being competitive in itself is not bad and if sales is something you are passionate about, striving to be the best is not bad. But if you are going to play hardball, it is important to have integrity and to not be willing to cross the moral event horizon.

Being Knowledgeable

One of the most important aspects of playing hardball is being knowledgeable. Being in sales means there are so many competitors to deal with, and each comes with unique products, at different prices. Thus, hardball players have to be able to know enough about the market to be able to develop sharp marketing tactics and adjust their offers to have a competitive advantage.

Hardball players are often veterans in their field; thus they are extremely knowledgeable about it. This usually grants them more credence when it comes to negotiations and helps them be more persuasive. However, even if they are knowledgeable, playing hardball has the potential to make them look arrogant.

Thus, when it comes to playing hardball into sales, it is not only important for your sales representative to not only be knowledgeable, but to not let their knowledge get to their heads. This will ensure their insistence does not come from a place of ignorance or arrogance and allows them to feel more credible, thus making them more convincing. It can also grant you an edge over your competitors as you will know more than they do.

 

The Art of Deception

Another common aspect of playing hardball is being deceptive to some extent. One critical aspect of sales is predicting the market and what one’s competitors are going to do. What if there is no time to use your strategy, but the competitors are closing in fast? A hardball player can mislead them as you buy enough time before attacking. It is like in sports when players feign an action before actually attacking. Once the rivals respond to the fake attack, that is the right time for them to produce a better, winning sales strategy.

Of course, there is the moral and ethical argument behind being misleading, as it could be argued that being deceptive, even if they are only trying to deceive their rivals, may be dishonest. Of course, others will argue that as long as it does not hurt they are clientele, there is nothing wrong with it. But one thing to keep in mind is that misleading your clients is extremely frowned upon and can be a career killer in the long run.

The decision to be deceptive in sales can be a tricky one, but those who intend to play hardball or who want to use sales reps who play hardball should know that it is a common practice. Those who play hardball can be incredibly vicious and will not hesitate to take advantage of your naivete, but it is also important to know where your ethics lie.