Darth Vader
Darth Vader
Star Wars fans know that Darth Vader was the ultimate foe. All feared him. Probably every business and salesperson has their own foes that seem impossible to stop from taking over the galaxy or at least the marketplace. Even for those who do not believe they have any foes (think competitors), they are probably ignoring this very real one.
I realized this once again when I read People Buy You authored by Jeb Blount. In fact, this was the first time I had heard someone else talking about this very real obstacle to sales success.
Before I share that enemy, how do you qualify your potential customers? The reason for this question is because there are qualifiers that may help to ward off that terrible Darth Vader.
For many, the standard qualifiers from sales leads are:
- Decision maker: The person who actually signs the contract, approves the invoice or signs the check
- Need or needs: The reason why they are considering your products or services or how you can present a solution to their meet their known and unknown needs (problems)
- Budget: Allocated funds to pay for the solution (Sales Training Coaching Tip: Just because a company has dollars does not automatically suggest they will spend those dollars with you.)
In recent years, I have added these two additional qualifiers:
- Commitment to take action by the customer or those involved in the decision buying process
- Urgency to take action now and not later
For it is these two final criteria that work to ward off the evil grasp from that unknown enemy who will now be revealed as “Status Quo.” Top performing sales people understand that not changing is probably the greatest obstacle or competitor they face. Until potential customers feel comfortable moving from where they are now to where they need to be, they will even fight to maintain what is is. These relationship building salesperson may actually figuratively if not literally hold the hand of their potential buyer. Sales Training Coaching Tip: Indecision is a decision.
Alan Deutschman in Change or Die revealed that only one in 10 people will change even when confronted with facts, fear or force. These individuals prefer their current existence along with their current behaviors over what is being presented to them. Are your potential customers any different? If you think so, think again.
Jeb in his book stated the biggest competitor for any salesperson is the “Status Quo.” So if you wish to increase sales, know who you are truly up against and then set a plan of action in place to dismantle this now known competitor and let your competitors fight among themselves.
Free sales skills assessment.
Discover sales success with this sales book, Be the Red Jacket in the Sea of Gray Suits, the Keys to Unlocking Sales Success.
Executive coach and consultant, Leanne Hoagland-Smith partners with innovative leaders who want to dramatically improve their team results. What this looks like differs for each firm and why a free strategy session is offered just by calling 219.759.5601 CDT USA to have a conversation about the results you are seeking.
How to do darth vader make-up?
I want to be darth vader for halloween but i cant wear the mask to school. So if you have any suggestions on how to do make up that looks like him that would be greatly appreciated, thank-you.
There is really no way to replicate an entire, very specific helmet using makeup…you’d basically just be putting black all over your face, and nobody would get it.
Maybe you can wear the black suit and cape, and just use your hand to make the Vader breathing sound to make people understand. You might be allowed to wear a black hat of some sort which could help.
Volkswagen Commercial: The Force
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Star Wars – Episode V, The Empire Strikes Back Considered the most morally and emotionally complex of the original Star Wars trilogy, THE EMPIRE STRIKE BACK continues creator George Lucas’s epic saga where STAR WARS: A NEW HOPE left off. The Rebel Forces–which include young adventurer Luke Skywalker (Mark Hamill), rogue pilot Han Solo (Harrison Ford), and the beautiful but seemingly humorless Princess Leia (Carrie Fisher)–have been successfu… |
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