Sales Super Heroes?

Jeb Blunt of Sales Gravey wrote an article for his eMagazine called “Salespeople are the new Super Heroes” – of course he went on to use the analogy to make his point, he is really good at what he does.

Of course my brain turned left somewhere and I started thinking of all the different super heroes there are out there. Which then took a right turn into a 1999 flash back to Mystery Men (a movie about ineffective superheros).

Where is my meandering brain taking you? How does this apply to inside sales? What am I talking about?

Well, here goes: there are multiple perspectives on how well we are doing as inside sales super heroes. The views might include, the one:

  1. in our own head (I think of myself as one of the Biker Mice from Mars personally)
  2. our prospects have when we call them (Stuper Duck? The Shoveler? or something more effective)
  3. customers who know us well (Wonder Woman or Superman perhaps?)
  4. buyers who don’t really know us but trusted us with a purchase (Robin instead of Batman?)
  5. the stuff our boss thinks (I shudder to think of what some of my ex-bosses would say…)
  6. people who like us in the office (they will hold your cape, unless you’re an Incredibles fan “No capes”)
  7. those who don’t like us in the office (envision a super villain perhaps)

Regardless of who’s perspective we are talking about, the trouble comes up for us inside sales super heroes when the picture in OUR head doesn’t match the one in THEIR head (who ever they might be).

It is critical that we take responsibility and make sure our intention (what super hero we see ourselves as) and the perception of the person we are communicating with (how the other person views us) MATCH.

So if I see myself as one of the Biker Mice from Mars and that is how I want other people to perceive me I need to make sure I present:

  • someone who thinks before she acts
  • is loyal
  • and brave
  • talks it out instead of fighting when possible
  • will fight if pushed

If that isn’t what they get when I’m communicating, I’m the only person to blame. So when you wake up tomorrow and get ready for work – who do you want to present? what inside sales super hero is going to show up at work?

Make sure the one inside your head, is the one other people get to meet.

Scroll down, register, log in, and let us know who your inside sales super hero is and how you make sure other people get to meet that persona.

St Patrick’s Day Sales Quote


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Five frogs are sitting on a log. Four decide to jump off. How many are left?

Answer: five.

Why? Because there’s a difference between deciding & doing.

Great Questions!


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Great Question from Ann-Lynn “Is there anything we missed that you wished we had gotten to on the call” at the end of product manager/tech support calls.

 

One of my favorites is “Is there anything else I can do for you today?

 

What is your favorite question to end a call?

 

“it is one thing to be hopeful, it is another thing to be stupid” ~ Ashley Cox

A great quote on how to decide to either keep calling or drop an account you’re prospecting into.I always ask myself “if I opened the phone book and randomly called someone would I have as much or more of a chance to sell something?” If I answer yes, I stop calling the prospect!

How do you decide when to continue on being persistent and stopping the madness and moving on?

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“The Mayonnaise Jar & Two Beers” Nice Take – Old Story


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A friend of mine sent this to me the other day, remembering a version we had talked about – no one seeming to know who the first person was to use it in a class or seminar. I like this version because of the addition of the beer at the very end….

 

This is a good thing to remember. The Mayonnaise Jar and 2 Beers When things in your life seem almost too much to handle, when 24 hours in a day are not enough, remember the mayonnaise jar and the 2 beers.

 

A professor stood before his philosophy class and had some items in front of him. When the class began, he wordlessly picked up a very large and empty mayonnaise jar and proceeded to fill it with golf balls. He then asked the students if the jar was full.

> They agreed that it was.

 

The professor then picked up a box of pebbles and poured them into the jar He shook the jar lightly. The pebbles rolled into the open areas between the golf balls. He then asked the students again if the jar was full.

> They agreed it was.

 

The professor next picked up a box of sand and poured it into the jar. Of course, the sand filled up everything else. He asked once more if the jar was full.

> The students responded with a unanimous ‘yes.’

 

The professor then produced two Beers from under the table and poured the entire contents into the jar effectively filling the empty space between the sand.

> The students laughed.

 

‘Now,’ said the professor as the laughter subsided, ‘I want you to recognize that this jar represents your life.

  • The golf balls are the important things—your family, your children, your health, your friends and your favorite passions—and if everything else was lost and only they remained, your life would still be full.
  • The pebbles are the other things that matter like your job, your house and your car.
  • The sand is everything else—the small stuff.

 

‘If you put the sand into the jar first,’ he continued, ‘there is no room for the pebbles or the golf balls. The same goes for life. If you spend all your time and energy on the small stuff you will never have room for the things that are important to you.

 

‘Pay attention to the things that are critical to your happiness. Spend time with your children. Spend time with your parents. Visit with grandparents. Take time to get medical checkups. Take your spouse out to dinner. Play another 18. There will always be time to clean the house and fix the disposal. Take care of the golf balls first—the things that really matter. Set your priorities. The rest is just sand.

 

One of the students raised her hand and inquired what the beer represented. The professor smiled and said, ‘I’m glad you asked. The beer just shows you that no matter how full your life may seem, there’s always room for a couple of beers with a friend.’

 

For you (other than the beer at the end) can you see where this applies to sales? Let us know – register & comment!