It’s festival season, and with that comes, sunny days, amazing music, and an extreme fear of missing out if you haven’t bought yourself a $300+ ticket and traveled to the desert.
Oh, and the start of your Q2 sales cycle.
At first glance, these two events don’t seem to have a lot in common; besides the fact they’re both in April. What does going to the Palm Springs desert have anything to do with you closing deals?
As I talked to our sales team (and lived vicariously through the ones that attended Coachella last weekend), I came to the conclusion that there is a lot you can take away from a music festival experience which you can apply to your own sales process. Here are the three parallels I drew that you can apply to up your sales game:
What’s the point of showing up to a concert if you’re not going to listen to the music? When you step into a desert for a three day festival, there are a ton of distractions. There’s food, ferris wheels, t-shirts, crazy statues, and all of that can often distract you from what’s important. You’re at a music festival! It’s time to go listen and take the music in.
The same thing applies when you’re on your sales calls. So often we get so caught up in distractions, chit-chat, and small talk. Get to the point, set up the right questions and then LISTEN. Take in the music that is your customer talking and telling you all that is important to them.
When you take it all in and listen to the vibe, you’ll know what your customer is looking for, and more importantly why. Sure, everyone is looking for a solution to optimize, enhance, and make their company more efficient (blah blah). But for closing deals, you’ll need to explore why the solution hasn't already been in place. Here's how you can listen better:
It’s not by chance that concerts always begin with the phrase, “How’s everyboddyyyy doing tonight?”
When there are 100,000’s of thousands of people squeezing under a tent, or 100,000’s of thousands of sales professional calling a decision maker, it’s hard to stand out in the crowd. No matter how badass your outfit is, or how awesome your company is, it’s hard to have a loud voice. Unless you’re on center stage, you will be forgotten. Names blur together, companies get confused, and even the best salespeople become numbers. Here are tips on how to stand out:
The term Social Selling can apply here.
Standing in the desert sun is similar to being exposed to a cold call. If you’re talking for too long/ standing for too long, you’ll run out of steam. Hydrating your call with fresh AND relevant content is the most important thing you can do. Being a mini expert in your space will make your prospect have more trust and understanding when learning about your product. Here's how to get fuel:
At the end of the day, Sales-chella and Coachella come down to the same thing: spending time with the people that matter.
-It's about finding the right people to call (or the right stage to go to).
-It's about listening to the top artist or the top decision maker.
-It’s about winning the deal, and winning in life.
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