Every episode of Star Trek - like every sales situation - had some familiar events and some unique twists. We knew that at some point Bones was going to tell us that someone was going to die and Scotty was going to tell the captain that the ship would never be able to withstand the stress. Engineer Uhura would dutifully make the necessary calculations for whatever was needed. Spock would be perpetually cool just as Kirk would be impetuous.
 
Who are the similar characters in your sales organization? (Have a little fun with this.)

 

What are the similar circumstances you know you will face in virtually every sales situation? How can you prepare to manage them better or even eliminate them? 

  
Here's the real issue: how could the characters on Star Trek "boldly go"? They had two motivators: purpose and tools.
 
What is the purpose of your next sales encounter?
 
Close the sale? Then what tools do you need in order to close it? Some ideas: Cost Justification Calculator, Qualified and Quantified Feature-Benefit Analysis sheet, ROI Calculator, etc.
 
Needs analysis? Use tools like a Client Profile, be sure you've done a thorough job of Pre-Call Planning and remember to use professional questioning techniques followed by "and what else?"
 
Negotiation? Is the client pushing back on your price or other issue? Review your negotiating training so that the ideas and processes will be fresh on your mind. Remember, they are probably negotiating with other vendors as well and may be more practiced than you.

 

Tools, Tools, Tools
 
There are more tools available for sales professionals now than we ever thought possible. 

 

Probability of Sale has gone from being guesswork to being calculated to two decimal points. Pipeline Management and Projection has gone to a new level that is off the charts.

 
Remember when Star Trek first came out and they used their "communicators"? We "knew" that there was no way a pocket-sized device that flips open would allow someone to communicate with others who were hundreds or thousands of miles away. How absurd!
 
Yet now the devices we carry around will not only do that, they will allow us to communicate in text, photos and videos. We can also use them for entertainment and for finding our way around using satellites floating around in space where the Enterprise used to roam. (Ironic, isn't it?) 
 
The iPhone has shown that there is apparently no limit to the number of apps that can be created for our communicators.
 
The same thing is happening in sales. Start building the tools you need to be more successful in sales. I can help, if you like. Today I am launching a new tool that can plot the trajectory of your sales for 2009 based on the first few months of data. (Trekkies will notice the use of "launch" and "trajectory".) later this week I will be introducing yet another tool - all are being driven by the demand from sales professionals and sales leaders who want to boldly go where other salespeople have not gone before.

 

Determine your purpose and develop your tools. Purpose is your call; tools are available from many sources. You can see some free samples on the SaleSSuiteS web site behind the "Tools" door.