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Please
remember my columns are copyright-protected.
Feel free to print a copy for
yourself but please do not reprint
them for distribution without
contacting me first. Thank you.
 SAVVY
SELLING - OCTOBER
5, 2007
Use
Your Super Selling Powers
by Michelle Nichols
EXECUTIVE
OVERVIEW:
If your sales could use a jolt,
here are eight techniques to
help you identify your superpower
and put it to good use
Do you need some inspiration
to sell a lot more—not
just an increase of 10% but
more like 200%? Then stop thinking
like a mere mortal and start
thinking like a superhero. Even
though Wonder Woman and Superman
don't exist in real life, that
doesn't mean you can't learn
a sales trick or two from them.
Here are eight superhero ideas
that you can apply to selling.
1. Discover your strengths.
Superheroes aren't
super at everything; they have
specific powers, like flying
through the air, lifting heavy
objects, or seeing through walls.
You have unique selling powers,
too.
I once saw a man at an airport
wearing a T-shirt that said
"Super Closer." I
assumed he received it at a
sales meeting, and his peers
probably got shirts like "Super
Prospector," "Super
Cold Caller," or "Super
Presenter." Determine the
parts of the sales process you
excel at and take advantage
of them.
2. Train yourself to
see the big picture.
Superheroes don't just see the
little old lady who wants to
cross the street. They see the
bigger picture, like the giant
alien who is about to blast
her, so they go after the alien
too. When you meet with clients,
step back from the situation.
Then look for and solve their
bigger problem—and sell
a bigger solution.
3. Create a team.
One superhero alone can only
rely on his or her own powers.
However, when several join forces,
they always seem to beat the
bad guys. Let's say you're great
at most of the steps in the
sales process minus the paperwork
parts. Hire an assistant who's
fantastic at administration;
you'll sell a lot more and enjoy
your work more too.
4. Build trust with
your customers. Potential
customers are often hard to
reach. They don't answer their
phone, voice mail, e-mail, or
snail mail. Tenacious salespeople,
like superheroes, don't give
up. Try finding a connection,
perhaps a mutual friend or customer,
who will introduce you to the
prospect personally. That will
give you credibility so your
customer will start to trust
you enough to hear your pitch
and help you understand his
situation.
5. Put others first
and help your customers without
expectation. Superheroes
save whoever needs saving; they
don't think about how the puppies
or bank customers in danger
will repay them. When you meet
with new customers or peers,
put all your focus on solving
their problems. If you can't
provide those solutions, refer
them to someone who can. Offer
to make the introduction personally
so you are confident the connection
gets made correctly and quickly.
Chances are you'll make a good
impression and they'll send
opportunities your way in the
future.
6. Anticipate the future.
Traditional customers usually
want to hear how you can save
them money. They also believe
that "time is money."
But innovative companies often
want to hear how you can save
them time, because time is increasingly
seen to be more valuable than
money. Their thinking is that
you can always replace one dollar
with another, but an hour wasted
can never be regained. Be prepared
to present how your offerings
save both time and money, so
you can serve a wider variety
of customers.
7. Learn to bounce
back. After the bad
guy knocks the superhero over
a cliff, he usually comes back
and wins the battle. When you
get knocked down by a competitor
or a customer, train yourself
to get back on your feet and
fight again (BusinessWeek, 8/10/07).
8. Value your life
outside your work.
Most superheroes have alter
egos with day jobs and earthly
friends and families. If you
skimp on your personal life
and focus solely on your business
24/7/365, you won't have anyone
to invite to your celebrations.
Add your family to your superhero
league; you'll have a great
source of ideas to stay current
and stories to help connect
you to your customers.
If you act like a superhero,
you can save the world before
breakfast—and perhaps
beat your sales quota before
noon. Mask and cape are optional.
Happy selling!
Michelle Nichols is a
professional sales speaker and
consultant based in Reno, Nevada.
She is also the Savvy
Selling podcast host for
BusinessWeek. She welcomes your
questions and comments. You
can visit her web site at www.savvyselling.com
or contact her at michelle.nichols@savvyselling.com.
Her toll-free number is (877)
352-9684 and direct line is
(775) 303-8201.
Copyright
2007. All rights reserved.
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