BY JACK WARKENTHIEN
My younger brother Kurt isn’t in sales — he’s a family practice physician in Naperville, Ill. — but we can learn a lot from his past experience in the “hot seat” on the TV game show sensation “Who Wants to Be a Millionaire.”
While a lot of us watch quiz shows from the comfort of our living rooms and think we could handle the questions, Kurt did it in front of some 30 million viewers.
He won $32,000. More than picking up the cash that will help fund his kids’ higher education, Kurt showed what determination and drive can accomplish.
Just how competitive is this program? An estimated 240,000 players participate in the first round game each contest.
Just qualifying for the show is quite a feat. You have to clear several hurdles, starting with getting through the toll-free lines between 6 p.m. and 2 a.m. E.S.T. and answering three “fast-finger” questions correctly in 10 seconds each. Next, your name is placed in a pool where the computer randomly generates 40 contestants per episode who compete for 10 chairs on the show. If you’re chosen for the pool you have to answer five additional fastest fingers questions. Jump over all those hurdles, and you earn a date in New York City, and compete against others who have demonstrated exceptional knowledge and speed. Nothing to it, right?
Spurred on by his wife and five kids, who regularly watch the show together, Kurt was determined to give it his best shot. He wasn’t scared away by the odds.
Much can be learned from Kurt’s example. Now, let’s change the name of the game to “Who Wants to Be a Million Dollar Sales Professional.” By working hard and working smart like Kurt, you too can achieve powerful results.
Want to make your sales calls more productive and effective? I recommend following the 10 “Be’s” to make your time with candidates count.
- Be Persistent: Talk to winners in any field of endeavor, and you’ll find they share an iron-clad resolve to get things done. One of the toughest challenges is simply getting the appointment and reaching the prospect. Don’t give up; never quit. Time after time, persistence pays off handsomely. If you don’t believe me, read the book Green Eggs and Ham, by Dr. Seuss.
- Be Knowledgeable: Go to the library, log onto the Internet, talk to people. There’s no substitute for doing your homework. Your understanding of the prospect and their business is essential to completing the sale.
- Be Prepared: Winging it is an invitation to disaster. Rehearse presentations, write compelling proposals, and have support documentation ready, just in case.
- Be Early: Arrive five to 10 minutes ahead of time, and wait in the parking lot, if need be. The candidate might never forgive or forget if you come late. This mistake (and accompanying angst) must be avoided.
- Be Professional: Your image must be crisp and clean, from your clothing to your collateral materials. Even your car should look its best. You never get a second chance at a first impression.
- Be Brief: Let the candidate talk. Deliver your main points quickly. Then listen carefully, and ask active questions. Jot down important notes concerning follow-up steps.
- Be Different: Separate yourself from the competition. Offer creative ideas and innovative approaches to meet the client’s needs.
- Be Confident: Attitude makes a big difference. It comes through in what you say and how you act. Build rapport and then speak with authority. But never cross the line between confidence and cockiness. One works, the other doesn’t.
- Be Sales-oriented: Move the relationship forward continuously. Don’t be afraid to trial “open”. Gain commitment and agreement on the next step. Always keep your eye on the prize. You want and deserve the sale!
- Be a Standout: Add it all up and your style is positive, enthusiastic, focused, polished, convincing and memorable. In short, you’re a winner. Who wouldn’t want to buy from you?
When you aim high, it’s amazing how many targets you can hit. Kurt set his mind on an ambitious goal, and starred on prime time television. (There is a downside: My Ma now refers to me as her second-smartest son!)
I’m extremely proud of Kurt. He made up his mind and accomplished something that most of us only dream about. Let’s borrow a page from his just-do-it personality. Apply the 10 Be’s and become a million dollar sales “performer”.
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Jack Warkenthien, CEO, NextStep Solutions. Email him at
jwarkenthien@nextstep-solutions.com or call him at 832-344-6998
