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TheRainMakerMaker
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Sales to Normal Prospects
Posted by Rick Roberge on Thu, Mar 12, 2009 @ 09:42 PM
I was watching Grey's Anatomy tonight. One of the sub-plots was about an epileptic that had a seizure during a band competition. Fast forward. The surgeon operated and cured her. No more seizures! At the end of the show, while the surgeon was talking with the patient, two members of the band walked into the hospital room and suggested that she quit the band and join the choir because she had cost them a trophy. The Doctor said, "She doesn't have to quit. She's cured." The two band members asked, "You mean she's normal?" The Doctor replied, "None of you are normal. You're band nerds!"
Band nerds think different from Jocks. Jocks think different from Math Geeks. Tall, short, fat, skinny, smart, not, etc. Nothing is normal. So, there is no such thing as a normal prospect.
Which is why there's no such thing as a normal sales call. If your sales call isn't customized to your prospect, you're wasting your time.
COMMENTS
Rick this is so true, especially if your prospect is a redsox fan, then you really got your work cut out for you. But on a serious note I totally agree, no one prospect is the same as the other. Customization is so important when your out there selling.
Customization and personalization is definitely the key to success. One of the things, we make it a point to do, is learn everyone's name. Regardless of where we are in the gym, we will always greet someone with their name. It makes them feel like a person, not just a key tag. With Personal Training, no one program works for everyone. Each person has different goals, ideas and time lines. If we didn't customize and LISTEN, we would not be growing the way we are in this economy. One of my clients, who is an 82 year old woman, came in yesterday and as we talked, she asked me if I was nervous about a summer drop off in business. I told her that it is normal in our industry. She said "Sandy, you make it so personal here, that I don't think you'll lose" Get to know your customers, get referrals and the selling is easy.
I agree with the idea that there is no normal, my problem with the show was that the "band nerd" persona was created in a negative and derogatory way. I have been a fan of Grey's since the very first episode, and I as a music educator was severely offended by the presentation of band students in such a stereotypical fashion. It wasn't even Karev's character that was wrong, because we all know that he has a history of being somewhat of a jerk, but the band character's themselves were so far out from reality that I'm dissapointed to see the brilliant grey's writers buy into such a stereotype.
@Chris - I didn't tell my wife about your Red Sox comment. Speaking of wives and customization, have you ever noticed that you talk to your wife differently than you talk to your drinking buddies? @Sandy - Not only do you learn everybody's names, but everyone there has smiling eyes. You know, the type of eyes that are happy to see you even before the mouth says anything. @Lisa - Did you miss the part that Karev was a wrestling jock? What do you expect? I know a 30 something who was very smart in school. He didn't realize that it was cool to be smart until he was a senior in high school. He's the one that taught me the term "high school hero, college zero". On a more serious note...What about Patient X?
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