It’s Sunday night here in Perth and I’m with the whole family staying at my folks place. Awesome weekend of weather in Perth this weekend had an engagement party, a 1 year old birthday party and went and saw Metallica play at Burswood.
Leigh is presenting at a property management conference in Dunsborough this weekend, so it’s up to me to launch the rocket fuel this week.
My Metal Freak Admission
It’s no secret I’m a metal freak – have been since I was a teenager and for me there is nothing more moving than fast, loud, well executed music played by master practitioners.
And last night Metallica certainly didn’t disappoint – they played full on and with 110% gusto that has made them not only celebrities in the metal genre but also a house hold name.
So surely you must be thinking, there couldn’t possibly be a sales lesson to be learned by watching the worlds most successful metal band…
Ahhh but there is…
As salespeople, the key lesson we can learn from Metallica is this:
Metallica’s Gold Nugget Sales Lesson
It’s in their unbridled 110% commitment to what it is that they do today and have been doing at the top of their game for 30 years. These guys are on stage playing what is probably the 200th show this year and they were playing the songs with the same gusto and power as if they were playing their very first show.
In particular, Lars Ulrich Metallica’s drummer was unbelievable. He played EVERY song, some of which would be a footy games work out due to their intensity at FULL blast NEVER showing even the slightest sign of fatigue or discomfort. Hats off to Lars he was awesome!
But the entire band was the same – Unbridled, unfettered, pure, full blooded Metal!
Okay, so (now that I have got my metal rave out of the way) the lesson for us is:
How Pumped are You about what you do?
As sales people, how pumped you are about what you sell is sooo crucial it almost transcends sales ability.
I mean, how many times have you heard of someone brand new to sales who starts out “green as” then achieves massive success really fast?
In most cases it will be a direct or indirect function of how genuinely enthusiastic they are about what they are selling or what they are doing.
For example, we sometimes work with companies who wholesale 400 piece clothing and accessory ranges to up to 120 action sports retailers per season, 4 times per year.
One of the things we teach is you need to present to each client as if you are doing your 2nd or 3rd showing regardless of if you are doing your 2nd or your 62nd showing for the season. The idea being is you need to look at your own product or service with the enthusiasm of “fresh eyes”.
At the end of the day, to quote Zig Ziglar, sales is a transfer of feelings. In short, if you are excited about what you sell, your feelings will transfer to your client and they will become excited about what you sell. And naturally the opposite applies as well if you are feeling weird or conflicted or not confident about what you do or sell – that comes through too.
So I ask you, how psyched are you or your team about what you sell?
Metallica’s Second Sales Lesson
The second sales lesson to be learned from Metallica was in that of preparation. You see the Burswood dome is an average venue for acoustics and sound quality and everyone knows it.
So what did Metallica do?
They had speakers, scaffolding and an elaborate multi million dollar stage set up flown in and set up to beam crisp, face thumping sound out at 360`around the stage making the very best of a very average set up.
So the question for you is, how prepared are you and your sales team?
Are you using a proven, “million dollar sales presentation” or are you (or they) “free stylin” or “winging it”? Remember, teach your team the right magic words to use and they will get the right results.
Further to that, how are you preparing your client with the right information prior to you arriving?
How are you prepared to handle each objection you or your team are likely to encounter? How are you preparing to hit your sales targets for next year? Preparation is key alright and we can learn a stack from Metallica in that regard.
If you want to learn more about how you can be better prepared and conquer the world, (like Metallica) Australia or your territory with consistent, predictable sales results then don’t miss the next new sales science seminar at the Parmelia Hilton in Perth on Monday 1st November.
Check it out and register here!
Until then have a smoking week.
John Blake and Leigh Farnell
Blue Rocket Sales Breakthrough Solutions