{"id":421,"date":"2011-08-19T11:13:19","date_gmt":"2011-08-19T11:13:19","guid":{"rendered":"http:\/\/www.matriximpact.com\/fsf\/?p=421"},"modified":"2015-06-16T08:40:24","modified_gmt":"2015-06-16T12:40:24","slug":"everything-i-ever-needed-to-know-about-sales-i-learned-from-the-movies-monsters-inc","status":"publish","type":"post","link":"https:\/\/matriximpact.com\/site\/2011\/08\/19\/everything-i-ever-needed-to-know-about-sales-i-learned-from-the-movies-monsters-inc\/","title":{"rendered":"Everything I Ever Needed to Know About Sales I Learned From the Movies: Monsters, Inc."},"content":{"rendered":"

\u00a03 Sales Management Lessons From<\/strong><\/span><\/p>\n

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The Power of Practice<\/span><\/strong><\/p>\n

We all think we are sooooo great! Just wind us up, do a little preparation and let\u2019s go talk to customers. Well the scary characters in Monsters, Inc.<\/strong> would tell you different. Scaring is critically important in their world because the \u201cscreams\u201d that come from the children they scare power their city, lights, heat, cars you name it.<\/p>\n

The first scene in the movie shows their training area where they practice \u201cscaring.\u201d They have a replica child\u2019s room complete with a \u201clittle boy\u201d robot. One of the \u201cprofessional scarers\u201d comes out of the closet to scare the little boy and he makes some serious mistakes. It is prime learning time for the all monsters on the team because they video tape the simulations. Now they can go back and coach\/correct all the mistakes. It helps the individual monster making the mistakes and all the other monsters on the team.<\/p>\n

Sound familiar? Folks you are making a gravely serious mistake if you do not conduct simulations with your team. Make them as real to life as you possibly can. Video tape them so you can document progress or regression. Make the simulations part of your weekly\/monthly\/quarterly sales meetings. Make them fun, have contests around them. But most of all DO THEM!<\/strong><\/p>\n

You should also practice presentations with every rep individually. Don\u2019t leave anything to chance. Give your rep the best shot possible by running through the discovery\/presentation\/negotiation with them BEFORE they go to it. George Patton, one of our greatest generals of all time, said \u201cSure I am tough on them during training! I much rather they sweat with me than bleed on the battle field.\u201d Well, I rather my sales people learn in an office from me so they are prepared to get the sale, than by learning a lesson with a client and losing the sale.<\/p>\n

The Power of Naming\u00a0\u00a0<\/span><\/strong><\/p>\n

About half-way through the movie there is a scene where the two main characters, Sully and Mike, are trying to send home the little girl who snuck into the Monster\u2019s world. They are arguing about how to do it when Sully says that he has named her \u201cBoo.\u201d Well Mike is just livid at this development and he says, in a very angry voice, \u201cYou named it? You can\u2019t name it; once you name it you get attached to it.\u201d Exactly,<\/strong> once we take the time and effort to name something we begin to place value on that something. It is the reason why I tell all my clients that they should name their proposals<\/span>.<\/p>\n

What is special about an \u2018Investment Analysis for ABC Company\u2019 or what about \u2018A Proposal for Electronic Payment Services Prepared by Joe Smith Company\u2019? Answer: NOTHING<\/strong>. Both sound as generic as the proposal inside, I would wager. That is why I am amazed when sales management does not make formally naming proposals an air tight rule for every proposal that goes out the door.<\/p>\n

The proposal is supposed to be a professional selling document not a glorified descriptive invoice. NAME YOUR PROPOSAL based on what the prospect wants as a RESULT of buying your products and services. A couple of examples I have used:<\/p>\n