Jim Johnson explains how top 10% sales performers create experiences for prospects like street performers do. They claim their pitch, mine the mess by using unpredictable elements, juice the jam when chaos happens, and carry insurance: prepped rebuttals to close deals. Most reps skip the insurance part and fail to close consistently.
Hey, dad, since we're at Disney, how can a salesman get an experience?
Well, I mean, when you talk about an experience, I mean top sales get reps give experiences all the time. Actually top sales reps understand how to, how to give an experience. You have a lot of sales reps all over the world, but then you have the top 10% that truly understand what an experience is. Actually, when it comes to have given an experience, the people that understand it the most, they're actually called street performers. Street buskers as they like to be called. Now when they like to give an experience, and I have studied the street buskers for quite a while and when you go and you actually sit down with one, if you get one that'll sit down with you, they're going to explain four different things. The first thing that they're going to explain is how they claim their pitch. They claim their pitch by understanding where the location is. Their pitch is, is not some book like we do. Their pitch is maybe right here, right where they are gonna do their act. The next thing that they're gonna do is they're gonna mine the mess. Maybe they're gonna find the lady, they're gonna tip over her, her purse and they're gonna mine through everything, but they're gonna mine the mess. They're gonna try to pick something out of there that'll make people laugh. Mining the mess for us is more the. You know, whether you get in and you have a pictures on the wall, you get so many different things. Whether it's a garden or something. Like that thing is juicing the jam. That's little Junior running around. And for whatever reason, he's, he's grabbing onto your tape measure, he's, you know, trying to pull on mom. You know, that's, that's juicing the jam. Is trying to figure out how you can get Junior to settle down. Giving him a coloring book or whatever the case may be. Maybe it's a dog that's barking and barking and barking and you can't get him to stop barking. It's driving you crazy. It's driving the owner nuts. That's, you know, trying to juice that jam. Is trying to just say, hey, if he doesn't bite him, come on over. I mean, you might have a, just a sloppy side of the face by the time you're done. That's juicing that jam. The next thing is insurance. Now insurance is something that always works. Something that you, no matter what happens, this thing always works for them. I don't know what it could be. But for us, it's mostly there are, you know, the rebuttals to all the objections that they're going to give you. And what's even worse is most sales people don't understand what that insurance is. That's the one thing that they leave out. And that's why that they're not very good at sales. You know, they're good at the, at picking on the low, low hanging fruit, but they don't really understand how to close a deal. So insurance is that that, you know, the closing road map, if you will, understanding, you know, that your price is too high. We really need to think about it. You know, we just want whatever the insurance is going to pay for. And of course, you got to pass that. That's when you sell it, and that's how you become a top rep.
