When starting my inside sales career, my first sales manager made me do the most difficult thing in the world (at least that is what it felt like at the time). Here is how the exchange went;
Gregor: “Lynn, who is your best friend in the world that you talk with on the phone?”
Lynn: “Lisa”
Gregor: “For the next week, every time you dial the phone I want you to think about Lisa AND when someone answers, talk to them like it’s Lisa.”I thought he was nuts, I hated every moment of the exercise.
Then as the week went on, it got easier –
Why wouldn’t it? I was having the best conversations, people were talking with me, I was finding opportunities, and together we were moving forward in the sales process.
Now when I tell this story to new salespeople they look at me aghast – dreading I’ll suggest they do the same thing.
New or old, young or mature, wherever you are in sales – I absolutely suggest that for the rest of your career, you talk with everyone as YOURSELF.
Otherwise, you’ll be showing up in a sales costume that doesn’t quite fit. Hey, Halloween is my favorite holiday BUT when you’re working with prospects and customers, put away the costume.
6 Classic Sales Costumes
Frankenstein’s Monster
In Mary Shelley’s novel, the monster doesn’t speak and has no name.
Are you the salesperson who is never remembered, because you don’t say anything the prospects hear as worthwhile?
You might recognize the monster in you when you keep making cold calls even though you’ve spoken to the contact multiple times.
Unwrapping Mummy
As tightly as a mummy is bound, eventually, the wrapping will start to unravel.
When stress comes into play are you seen by your customers as unsteady and unsure of yourself?
Perhaps your wrapping is coming undone and insecurity is showing.
Vampire
Do you swoop down when there is a big deal on the table ready to suck their blood?
If you’re seen as wanting to make money first instead of being a resource to your prospects – they will never become your customers.
Both parties in any sales transaction need to feel like they won – if you’re leaving your customers behind wasting away, they will not be around to do business with you a second time.
Devil
You’ve heard the old tale about the devil on one shoulder and the angel on the other helping someone make decisions.
There is always buyer’s remorse when the devil makes the decision for us – if it is the salesperson playing the part OR the little one on our own shoulders – we feel guilt and question the decision.
You may have your devil costume on if your prospects are saying “Well……I don’t know”
Robot
Do you sound mechanical, like you’re reading off a script, no breath, not listening, no personality?
If you’ve been rushed off the phone because the person on the other end “doesn’t have time for a survey” you may have your robot costume on.
arrr a Pirate
While pulling up your ship next to the competition and stealing away a deal is great talk on the sales floor, it isn’t how you want to show up to your prospects and customers.
Buccaneers answer to no man (or woman) and all customers want to have their salespeople answer TO THEM.
Recognize your costume?
Sometimes we put on and take off different costumes during the day, not wearing the same one all the time.
Perhaps there is even a different costume that you find more comfortable than the six mentioned. Ragdoll, Ghost, or Candy Corn – figure out what your preferred mask is to wear.
Now the challenge: take off that costume and call your prospects and customers as yourself.
I hope you’ve enjoyed this spooktacular edition of A Chip off the Block. May all the black cats crossing your path be purring.
Lynn