IT’S OPENING NIGHT!… whenever it is Opening Night in live theater there is a significantly heightened level of excitement. There is something about the culmination of all the energy and effort that has gone into bringing the show to the stage. Everything from the scripting, to the set design, to the costumes, to the rehearsals, etc., etc., etc. The two words…It’s Showtime!!!… have a magic ring to them and now it is all up to the Actors. Because this is live theater though, one month later the audiences that are attending still expect that same level of excitement and energy… why should they get anything less than the people who were there on Opening Night? In the theater this is where the true Top Performers are separated from the average. It’s the same in the Sales Business, isn’t it?
Here is your ACTION STEP… in the Sales “theater”, you are doing a repeat performance over and over and over… just to a different audience. The “different audience” (your Customer) expects you to be at an “Opening Night” level of performance don’t they? It’s exactly the same as in the theater… why should your Customer get anything less from you than when you are at your best? Here’s how to make sure:
1. Practice your performance on an ongoing basis… only 1% of all Salespeople do so. 100% of theater performers practice on an ongoing basis. You can’t afford to “flub” your lines.
2. Look sharp, feel sharp, act sharp…never lose sight of the fact that you are being judged the moment you step on stage.
3. Make sure you are properly prepared before you get in front of the audience. Have everything ready that you want to show them. Know exactly what you’re going to say about each item.
4. Be super punctual. Start on time and finish on time. Be respectful of your Customer’s expectations. Close naturally and firmly. Exude confidence.
In Sales this is where the true Top Performers in Sales are separated from the average. Have an Opening Night attitude. Your Customers don’t care about all the drama, rejection, and adversity that you are confronted with every day. Sometimes you really do have to “fake it until you make it“. But that’s okay because as a Top Performer that’s your job. That’s how you win an Emmy every time! NO Excuses.