Memorizing or Knowing

I was driving to work the other morning and heard a replay of the Opie and Anthony Show on SiriusXM. In the segment I heard, they were talking to Donald Sutherland, who was promoting the movie “The Hunger Games”. During the talk, Jimmy Norton asked Sutherland an acting question about how he learned his lines.

Donald Sutherland

The response was pure sales gold, and something every salesperson show hear. He said, I don’t memorize my lines, I know them word for word. I know them. If you memorize, your words come out by rote. If you know them, then they sound natural. When you study the words, understand them and the meaning behind them, you can carry on a conversation, not just talk at someone.

Think about your sales presentation. Do you really know it or can you only deliver it well? Maybe not even that. Know and understand what your solution does. Know and understand how your solution does what it does. Know and understand why your solution does what it does. Now reread the previous sentences, but replace the words Know and Understand with the word memorize. You are basically left with a marketing blurb.

Know your stuff

If you want to have more engaging conversations with your prospects and move the process forward faster, learn the meaning of the words you are saying.

The Sport of Sales

Is Sales a game? Is it a sport? If so, does it have rules? All major sports have 3 distinctive things. Opposing sides, rules, and referees. Oh, and as I learned later in life, a sport has to allow the other team to be able to prevent you from winning, otherwise it is a competition. Hockey has a goaltender to stop the other team from scoring (it is a sport), Golf does not have holetenders (it is a competition). So I ask you again, is sales a sport?

My answer is Yes, it is a sport.

There are competitors. Often more than one team at a time, but there is definitely competition.   

There are rules. These rules are set by the prospect (also the referee), most of the time. In the absence of these rules the game is governed by “common law rules”. Common law rules include things like being ethical and honest, you know, like the golden rule. Sell like you would like to be sold to. There is obviously a lot of gray area here as you know. Never be surprised if the referee, posing as a prospect, throws a flag when you get into the gray area.

If you present right, you can even block an opponent’s shot. By placing your solution between the opposition and the goal, you have the ability to block their attempt. Positioning can be everything.

If you are playing sales like a sport while others are playing like a competition, you have a huge advantage. However, if you play overly aggressive, break, or bend the rules, you may be penalized.