As last season's finale was approaching, I wrote an article on Sales Lessons from Dancing with the Stars. With another season finished and Olympian Kristi Yamaguchi as the new champion, it's time for some more learning from this fun TV series.
That's why I was delighted when, from out of the blue, I received the article below from sales expert Deidre Newman of Easier Sales. Hopefully you'll enjoy it as much as I did!
10 Sales Lessons from Dancing with the Stars
1. It’s not just about the judges; the viewers’ votes count too.
All good salespeople want to build relationships with decision makers (the judges), but great salespeople understand the importance of getting to know the viewers too—the assistants, secretaries, end users and employees who are part of the judge’s network.
These people know the inside scoop on the prospect, such as why Len is in a bad mood today. They know the real “pains” within their organization and how those pains affect productivity. Take an interest in the viewers’ experience and they'll become your best fans.
2. Listen and understand the decision-making criteria of the judges.
If judge Len keeps saying how important precision is and that he wants to see the dances as they are classically performed (without all of that "mumbo jumbo”) then give him classic and give him precision.
You may love the “mumbo jumbo”, but it is not about you, it's about the prospect. Listen carefully to what your prospects ask for and understand why it's important to them.
3. Dancing is a team effort.
When Christian injured his arm and decided to stay in the competition, he knew he could only succeed if his partner, Cheryl, could choreograph great looking dances that downplayed his injury.
She did. They went on to the finals and Christian thanked her publicly for her excellent work. Recognize those that contribute to your success and be sure to thank them.