“The one advantage of playing with fire…is that no one ever gets singed. It is the people who don’t know how to play with it who get burned up.”
-Oscar Wilde

Did you watch the Super Bowl this year? Well of course you did! Well, at least you had it on the tube, right? In fact, you might have been having too much fun to watch the actual game but when those commercials came on you immediately became glued to the set, right? And why is it that viewers are more interested in those commercials than on any normal viewing day? It’s because most of them get a reaction out of you and usually that reaction is a laugh or a smile. In fact, 86% of commercials played during the Super Bowl contain some sort of humor or fun message. Why, you ask? It’s because FUN WORKS! The sponsors realize that if they can get those muscles around your face to move in a positive way, there is a chance you will make a move for your wallet in a way that’s positive for them.

So what about you? Do you have a Super Bowl commercial mentality? If not, it’s time to step it up. While you might not control the advertising budget at your company, you DO control the amount of fun and laughter you bring to your customers and prospects. So this week, think of something creative you can to do light up your sales territory. Become a commercial on every call. And while your competition is busy being “professional” (aka boring), your risky creativity will take the customer mentally away from work, and off to a happy place that makes them want to spend their money with you. And don’t be surprised if your competition is burned up by your results.

Let’s not overcomplicate this. In sales, there are only two ways to get better results. The first is to make more sales calls. The second is to perform better on each call.  So how many prospecting calls do you make each week? And as an FYI, “It depends,” is NOT an acceptable answer. Because those that say, “It depends,” or “I am not really sure,” have lost control over their sales territory and as a result, are at the mercy of whatever voicemail and email are telling them to do. The top performer, on the other hand, sets a call objective number and let’s that number drive the workweek. If he or she wants to increase their sales by 15% or more, they realize it means they may have to make 15 more calls. They then let that number haunt them. They don’t start the weekend until they made the last call.

Another way 15% more effort can create 15% greater performance is by investing in improving your sales, communication and leadership skills. Buy a sales book, attend a seminar, seek out top performers in your company and grill them! By increasing your knowledge and skill by 15% or more, you will become 15% more valuable to your customers, your company and your future.

-Zig Ziglar

I recently had a sales call that didn’t go as well as I would have hoped. The feedback I received from one of my associates was that I might have been a bit too enthusiastic. As I thought about my “performance” I thought about what I could have done differently. My first analysis was that I perhaps needed to better control that enthusiasm. But then I realized something…I really like what I sell and know it helps people.  I may never be able to fake apathy towards my products and services and I will never try to. And while I do believe it is important to match your customer’s emotions, I believe it is perhaps more important to show confidence and passion for what you are selling. Will there be a mope or two that you turn off…perhaps? But the positive emotions that you create will far outweigh the opportunities that you scare away. So this week, think of three things that you and your company do really well, get fired up about the benefits those things provide, and don’t hold back with those good vibrations! A lot more prospects will come to you than run from you!

Why won’t they call me back? I thought we had the deal. I can’t believe they are not interested? If you have ever spoken those words, then chances are you neglected to make your prospect curious enough to need more information and “antsy” enough to need your solution NOW. So how do you create curiosity? First, minimize the number of statements you make in any early sales call. Don’t start your call by telling them what your solution does, but instead ask them a question that gets them “slowly engaged.” For example,

“Would you be interested in learning about a product that has helped similar clients save several hours a week?” Think about it. Who wouldn’t want to save several hours a week (if that’s the benefit of your product)? As a result, you will often get the curious response, “How are you going to do that?” BAM! You have just received an invitation to continue.

So this week, pick your favorite product or service and develop three curiosity building questions that will get your prospects more fully engaged. Then use those to open your prospecting calls. And once you have their ear, keep questioning until you have learned exactly what it’s going to take to help them understand that can’t live without your solution.

Make a decision this week that you would normally consider “risky.”

Whether it means going to that department of the hospital where you “shouldn’t be” or perhaps doing something creatively “stupid” to get noticed from a “tough to get to prospect,” do it!

The adrenaline rush that you will experience will remind you just how fun this sales profession can be. Oh…and that adreniline rush often carries with it a nice bump in the commission check!