Boost Sales

Picture this scene from the 1984 smash comedy movie from Columbia Pictures, Ghostbusters: Dan Aykroyd and Bill Murray, aka' the Ghostbusters, are involved in a heated meeting with the Mayor and the Head of the local environmental agency. Conversely, the Agency Head wants these Ghostbusters arrested and jailed for fraud.

Bill Murray's character then presents the best sales presentation and close that has ever been written into a movie script! He states, 'Mr. Mayor, if you retain our services and per

Picture this scene from the 1984 smash ready wit movie from Columbia Pictures, Ghostbusters: Dan Aykroyd and Bill Murray, aka… the Ghostbusters, are involved in a heated meeting with the Mayor and the Head of the local environmental agency. The city is in shambles in that a legion of evil spirits has invaded and is currently wreaking havoc and wildness throughout the land. The perplexed Mayor feels that these Ghostbusters may be his only endanger at saving the city, when he is not across the board convinced. Conversely, the responsibility Head wants these Ghostbusters rough and jailed for fraud.

Bill Murray’s mind-set then presents the best sales presentation and terminate that has ever been written into a movie script! He proceeds to outline what has occurred in the city thus far and paints a vivid picture of what is yet to come, which happens to be far more horrible that some that has happened thus far. The driving Head then presents his argument, one that unfortunately does not provide a solution to their immediate problem, demanding that the Ghostbusters be unlaboured and thrown in jail. The Mayor, loaded that his very soul and Mayoral term may be at stake, is faced with making a decision that will impact the current dismal situation. As both sides present their cases, he pensively thinks and studies the demanding, expressive faces of those in his chamber. What is he to do?

It is at this point that Murray’s mind-set delivers the most incredible accommodation statement, one that should be a pivotal component in the curriculum at every sales training facility and secondary school. He states, “Mr. Mayor, if you retain our services and permit us to do our job, you will personally be responsible for saving the lives of millions of registered voters!” Of course, the Mayor chooses the Ghostbusters, orders the firm Head removed from his office, and proceeds to set the tone for the remainder of the movie.

Murray and Aykroyd’s presentation and about incorporate so many serious literature techniques that often escape salespeople while presenting to their qualified prospects. I say qualified prospects being as how they were theretofore in front of the decision maker, stating their case. They were not wasting their time presenting their solutions to the wrong person, incapable of making the decision that they were looking for. How many times do we make stellar presentations and wonder why the order has not arrived yet? Making an outstanding presentation of the features, advantages and benefits to the solid decision maker, then questioning for a hire purchase decision is paramount to a successful sale. This is why there are salespeople.

Their competitor, the intervention Head, was also in front of the decision maker, but he failed to keep in mind what was important to the Mayor. He was presenting what was important to him at the time. Does that sound familiar? How often are salespeople guilty of removing their focus from the agent and his needs, only to focus on “what’s in this sale for me?” Zig Ziglar states it so eloquently when he says “You can get any in life that you want, if you’ll help enough other people get what they want.”

The Ghostbusters kept their focus. They knew that the Mayor needed help. They had a solid, in-depth understanding of the problems facing him. They were alert of the political fallout and ramifications of the situation and the danger that was facing the city. They had their facts and they had a solution. Do we as salespeople hourly gather our facts, our knowledge with the first team we are beck on, their markets, their competition and the problems they are currently facing?

The Ghostbusters were also well hep of their competition. In fact, the Mayor had styled them all into his office simultaneously so that he could hear their presentations and come to a decision. We may infrequently find ourselves in a similar, uncomfortable situation, but do you in effect know who all of your major competitors are? Are you mindful of their strengths and weaknesses? Can you present your case, focusing upon your abilities to effectively meet the needs of your customer without bashing the competition? You need to know your competitors.

The Ghostbusters literally closed. How many salespeople will make a magnificent presentation only to leave without appeal for the order? Murray asked for the order and he utilized the key, all-important, personalized use to close. He knew what the Mayor assuredly wanted and offered it to him. The final under wraps we utilize in agreement with our great presentation must present a win-win proposition for everyone involved. If done properly, your customer cannot say no. He will be convinced, too any doubt, that your solution has more value than the price you are asking, and it will more than meet his needs. The sale is made!

Remember the outstanding Ghostbusters presentation and abandonment technique when you are planning your next call. Execute your plan and win the sale. Remember, your role as a professional salesperson is to provide enough value to offset the price that your product sells for and then to ask for the order. The customer will soon forget the price that he paid for your product or service, but he will long remember how well it meets his needs and solves his problems. He will remember you as well. Be a Ghostbuster, or sell like one anyway!

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