Do you watch American Idol? It's one of the most popular shows in America, so I'm guessing there's a good chance you do! Sales trainer and speaker Tim Rohrer watches the show, which has given him a few tips you can apply to your sales. Now you can say you're educating yourself while you watch TV - not a bad thing at all!
I am watching American Idol and I am bored. Now it is Simon's turn to critique another generic singer.
He says, "The problem is that you are completely forgettable."
Exactly. Although there are thirty-six finalists, maybe three of them are memorable. This is bad news for the other thirty-three and bad news for the show (but that is another story for another day).
Here is the deal - when you gain the stage you have to put on a show. The performance must be outstanding. You must be memorable!
Selling is all about memorable performances - especially in person. Unfortunately, just like American Idol, I would say that only about one in ten of us puts on a memorable performance when we have the opportunity.
Simon recently said to a contestant, "This is a once in a lifetime opportunity and I'm afraid that you've blown it."
If sellers heard this more often from either their sales managers or their clients we would see real improvement. Because, unlike American Idol we get "once in a lifetime" opportunities all the time.
Here is what you must do the next time you have a once in a lifetime opportunity in front of a very important prospect:
1) Spend less time on the content of your presentation
a) You can do the content in your sleep and
b) No one really needs a better set of power point slides
2) Pick out a really great outfit
a) Ask somebody with style to give you some advice on an accessory that adds flair but
b) Stay away from goofy stuff
3) Work on the dynamics of the presentation to make it different for the prospect. Here are some ideas:
a) Add some music to your show - recorded is good but live is better
b) Think about using an appropriate and memorable quote
c) Bring a surprise guest
d) Have a unique 'leave behind' that will spur memories of your performance
4) Do a complete dress rehearsal in front of an audience
Selling is a competition. To win more frequently, you must be more memorable.
A recognized leader in sales, sales management and sales training, Tim Rohrer is available for speaking engagements and consulting. Contact him at firstname.lastname@example.org and check out his blog at http://salesandmarketingloudmouth.com