Mr. Spock’s nervous sales and marketing pinch
Website design By BotEap.comHave you seen the new Star Trek movie and its world-class sales and marketing secret?
Website design By BotEap.comIf not, you can learn a LOT about selling (in any medium) just by watching James T. Kirk and Mr. Spock. Kirk is the main boss of the spaceship on the TV show, and Spock is his pointy-eared first mate.
Website design By BotEap.comHow is that?
Website design By BotEap.comWell, when you see the movie you’ll realize…
Website design By BotEap.com1. Kirk is an impulsive guy who “jumps before he looks.”
Website design By BotEap.com2. Spock is the complete opposite: analytical, logical and thorough.
Website design By BotEap.comAnd you want to know what?
Website design By BotEap.comIn some way, they represent EVERY prospect you will sell to.
Website design By BotEap.comAnd if you want to give yourself a good “edge” in business, all you have to do is recognize if the person or people you are selling to are churches gold Spocks.
Website design By BotEap.comFor example:
Website design By BotEap.comLet’s put on our silly pointy ears and Vulcan robes for a second, and suppose it’s the year 2300 (or whenever Star Trek takes place) and you’re selling cool phaser ray guns and want a big fat Star Feet weapons contract.
Website design By BotEap.comAnd you know you’re going to be dealing with Kirk or Spock.
Website design By BotEap.comWell, I don’t know about you…
Website design By BotEap.comBut I would sell Kirk SHAPE different from Spock.
Website design By BotEap.comFor one thing, I’d rather sell to Kirk.
Website design By BotEap.comAfter all, Kirk is impulsive, energetic, and if you can make a decent case, he’ll buy with little resistance. In fact, as long as he appeals to his ego, he can spread your sales pitch with all the hype and excitement you want, the more the merrier.
Website design By BotEap.comNot so with Spock.
Website design By BotEap.comIf you get stuck selling Spock, it’s a whole new game.
Website design By BotEap.comSpock isn’t going to respond well to high-energy, exaggerated speech. He’s going to require a LOT more proof and “reasons why”. And you better have a super logical presentation that flows without bumps or jolts.
Website design By BotEap.comAlso, Spock will ask a lot more questions.
Website design By BotEap.comHe is not going to put up with any “improvisation” either. Either you have your things well wrapped up or he will prick your nerves and throw you off the ship!
Website design By BotEap.comAnyway, here’s the point:
Website design By BotEap.comIt’s not an easy sell to Spock. But selling Kirk is like taking candy from a baby.
Website design By BotEap.comMost likely, you often have to deal with both.
Website design By BotEap.comIf you “customize” your sales and marketing to appeal to one or the other (depending on the situation), you’ll get more sales.
Website design By BotEap.comAnd live long and prosper (big).