Videotapes and Paper Plates

How does someone improve their golf game? PRACTICE. How does someone become a better ball player? PRACTICE. How does someone become a better musician? PRACTICE.

This also applies to sales. How do you get better? You PRACTICE.

I have applied many different approaches to improving and practicing as a salesperson. Here are a couple that have been very helpful for me...

Record a video of your sales presentation. These days, it's easier than ever to record on your smartphone or laptop. Treat the exercise as if you have a part in a play or movie. You first read the script and understand it. Second, you learn your lines; when to speak, and when to listen so that you may speak again. You continue to practice, practice, practice. Eventually, it’s time for a dress rehearsal. Wear the clothes you would wear during a sale. Then, it's lights, camera, action! Roll the tape! You can present to another person, like a friend or family member, and then watch it over and over again. Be your biggest critic. Watch your facial expressions, your hands, how you move or shift your body. Listen to what you are saying. Look closely and listen to yourself and ask "am I sincere?" "Do I sound knowledgeable?" "Am I listening and addressing the needs of my customer?" "How is my eye contact with my customer?" And have fun with it. You will pick up on so many interesting nuances and be able to adjust accordingly. For example, salespeople are notorious for saying “to be honest with you..." What does that mean? Have you been lying up until that point? 

When you can see yourself and hear yourself, you can fine-tune your body of work into a sales approach that is flawless. Most people do not want to use this method; it can be nerve-wracking. But you should do it and get used to it for two reasons. The first being that you will get very good at selling. And second, you can even do it at a company sales meeting someday.

Here is another great exercise. The other day my wife and I were talking, and she said to me, "do you think that you could sell anything?" I said “absolutely.” (It’s perfectly OK to think you're the best at something; just keep it to yourself.) She then asked "if I randomly gave you something to sell to me, would your answer be the same?" I said “absolutely.” She went to the closet, came back, and put a paper plate on the table. She said "sell me this." I said "sure." All I will say is the challenge my wife gave me turned out to be a sales gift. In 15 minutes, I could have sold her a billion paper plates. 

Do this. Pick a random item, and sell it. But you have to take this exercise seriously. Here is the point: it’s a paper plate. It’s not as easy as it sounds. If you can sell a paper plate, and get someone excited to purchase a paper plate, you can sell anything!

Both of these exercises are useful even if you're not in sales. They're helpful if you are presenting, or attending a meeting, or sitting at a creative table, or generally need a boost in confidence.

Know your product. Know your customer’s needs. Sprinkle in some humor and fun. And you will be the top salesperson in your company and making serious dough very soon.