The Sales Advantage

By Steve VerBurg

The Sales Advantage

Can They See You From Outer Space?

The holidays are over but the spirit of one holiday movie lives on in every sales person. I watched the movie “Deck the Halls,” and found an amazing similarity to today’s selling environment. During the movie, Danny DeVito wanted two things: to beat his neighbor (Matthew Broderick), and for his house to have enough lights so it could be seen from outer space. While sales people love to beat their competition, it’s impossible for a single house, or salesperson, to be seen from outer space. We can, however, learn important sales lessons from the movie.

1) Do you think your prospects can see you? Markets are flooded with sales representatives and internet options. Decision makers are overwhelmed with options so they have as good a chance of seeing you as seeing Danny DeVito’s house from outer space. You have to stand out from the crowd and be so bright that they can’t miss you. Get involved in your industry by speaking or writing informative articles in an industry magazine-or even create your own blog!

2) Never underestimate the power of your network. Toward the end of the movie, DeVito had taken down his lights and given up on being seen in outer space. He was defeated, until Matthew Broderick rallied the neighbors to help decorate and relight the house. Sales people get a lot of “no’s” and are frustrated by the challenging market conditions. The key is to get your network to help ignite your sales. They can get you speaking opportunities at industry functions or introduce you to stockholders in target companies. Don’t be afraid to ask for help when you need it.

3) Check the power! After he had his house completely redecorated, DeVito turned on the lights and nothing worked. It was a child that eventually figured out that the plug was not connected and, therefore, there was no power. In sales, you can’t afford for prospects not to be able to see you. You need to get feedback and make sure you are not walking around without having your lights plugged in. Check to make sure there is power in your message.

When done correctly, you can be seen by prospects and customers through everything competing against you. Then you will not only beat the competition, but your future will be bright enough to be seen from space!

Click for a free guide book for “Overcoming Buying Objections.”



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