You may not associate knee-high red boots and Jersey bump hair with a top salesman, but Diana Prince’s alter-ego has a lot of tricks and lessons to keep your sales numbers flying high.
Wonder Woman is said to be as beautiful as Aphrodite, as wise as Athena, as strong as Hercules and as swift as Hermes. You might not be made out of the clay of the gods, but you can borrow her superpowers to score new clients and deals.
1. Telepathy — Work to anticipate client objections. Now you may not be able to read your client’s mind, but if you see what part of your business proposal they were viewing, you will learn which sections your clients are spending the most time considering, and you can be prepared to respond.
2. Lasso of Truth — This is probably the Amazon’s most known accessory and it should be yours as well. First, apply it to yourself, but never lying to your clients. Be able to admit when you don’t know something or cannot do something and then offer a timeframe in which you can respond with a solution. Then, swing that lasso around your clients to uncover their true needs.
3. Multilingual — Now, you don’t need to speak alien, but you do need to speak differently with each kind of client. If you are talking to a tech person, you use one kind of jargon, and for the marketing team another. Adapt what you say in your sales proposals and your sales calls to your audience.
4. Accelerated Healing — Optimism is crucial in sales. You need to have the ability to bounce back rapidly from a lost deal. And the best way to do that is to meet with your colleagues and try to figure out what went wrong, or even asking your lost prospects, just as long as then you make a plan of action not to do it again.
5. Super Speed — No matter how busy you are, make it a priority to respond to your clients’ concerns, even if it’s just to say, “I’m looking into that and I’ll get back back to you soon. Thanks for your patience.”
6. Superhuman Hearing — This is your most important power. Use open-ended questioning to listen to what your clients really need. Actively listen, repeating back what your client is saying and then offer them a solution in that context.
7. A Hunter’s Eyes — Don’t waste your time talking to unqualified prospects. Filter your pool of leads and zero in on those who have expressed an interested in your product or service and who can make a purchase at this moment.
8. Indestructible Bracelets — Deflect client objections easily by employing the Socratic method. Try something like “What I think you’re saying is this. If we were able to do this, would you be able to agree to this?”
9. Form your own Justice League — Like Batman, Superman and the Flash, each of your teammates have a unique skill set. Don’t try to do everything yourself — regularly ask for help and feedback from your super cohorts. The end result will be more refined and you’ll feel stronger.
Yes, these are topics we’ve gone over before, but that doesn’t make them less important, especially to seasoned sales reps. Sometimes you need to go back to the basics to strengthen your salesforce and to keep your business flying high.
Original Art by Oleg Borisov