Why do many people fail as salespeople? Fear of rejection.
It is a well known fact among successful salesmen and women that in order to sell one unit of whatever you are selling you need to pitch to a certain number of people. You can think of it as a strike rate, hit rate or yes rate, whichever you like. Different salespeople will have different strike rates for different products.
Lets say Bob is a successful salesman selling widgets. He knows that he has a 2% strike rate on widgets. This means that for every 100 people he pitches to he will sell 2 widgets and earn his commision for the week.
Lets also say that Rich is another salesman who isn’t as successful as Bob. Rich sees Bob making his 2 sales and earning his commision but he never can quite hit the same stride as Bob.
The difference between these two salesmen is that Bob knows that as long as he approaches and pitches to 100 people a week he will earn his commision every week. Bob doesn’t care about rejection, in fact he welcomes it. He doesn’t know in what order his sales are going to come from those 100 people so he just keeps plugging away being fully motivated and happy in his work. He learns to welcome rejection because a quick ‘no’ means he’s not wasting time trying to sell some guy who isn’t interested in widgets no matter what he says.
Rich doesn’t have the same goal, he just sees widgets he has to sell and every time he tries to sell one he gets a knock back. This leaves him nervous and feeling negative which shows through when he pitches to the next prospect and so again he fails to sell. It’s a never ending vicious circle.
If only Rich could see what Bob sees and stay positive, motivated and happy even when he’s collecting a bunch of 'no’s. Bob loves 'no’s because a ‘no’ is another tick on his 100 prospect list for the week, one more prospect nearer to his next ‘yes’.
What has this got to do with trading?
Well… Every system you use from wherever you get it from has a strike rate, a percentage chance of winning or losing. If you had a system with a 2% strike rate, meaning that for every 100 trades you only had to win 2 to make a profit, could you trade it? Imagine how you’d feel psychologically after 98 losses before your 2 wins came in.
In reality most systems have a strike rate of between 30 and 70% but the most important point is that this strike rate will only ever apply if you stick to the rules exactly. If you deviate from the rules you are no longer trading that system, you are trading that system combined with playing it by ear.
The other important aspect is the risk to reward ratio. A system with a risk reward of 1:1, meaning you are risking x pips to win the same value x pips, needs a strike rate of over 50% but only a fraction over. Remember that a roulette wheel gives the casino only a fraction over a 50% edge on any one bet but in the long term the edge makes them money.
Trading is no different, it’s a numbers game. Find a system that gives you a good risk to reward and a good % strike rate and have the dedication to stick to the system and you will make money, it’s as simple as that.