This week we
lost a music legend. Adam Yauch aka MCA, who was the heart and soul of The
Beastie Boys, passed away. While you baby boomers may take offense to putting a
rapper in the “legend” category, for us Gen Xrs the Beastie Boys define our
generation.
So to honor
MCA, I will attempt to find sales lesson inspired by Beastie Boys’ song
titles
ROOT DOWN:
There is always
a ROOT cause/pain/problem DOWN deeper than most realtor go. Go deeper. Ask more
questions.
When you run
out of questions, you’re just getting started. When it comes to asking
questions-KICK IT ROOT DOWN!
SLOW AND LOW:
So many sales people are simply too impatient and it costs
them money and relationships. They can’t wait to start
presenting-showing-telling.
·
Let it flow.
·
Let yourself go.
·
Slow and low.
·
That is the tempo.
·
Take your time.
·
Allow some space.
When you feel
the urge to present a solution-pause-relax. Buyers react favorably to a relaxed
sales person and process. CHILL.
SABATOGE:
This is the
strongest force working against most sales people. Rarely have I seen poor
sales results that are NOT rooted in some version of self SABATOGE. The
lesson here: Figure out how you are in your own way and get out of it. COME
ON ALL YA’ALL!
PAUL REVERE:
Two ideas here
from a great Beastie song:
1.
HERE’S A LITTLE STORY I GOTS TO
TELL. Be a story teller. Stop vomiting features and benefits and platitudes and
opinions. Most times no one cares. Tell stories that people can relate to.
2.
Be a connector. Read Malcom
Gladwells book The Tipping Point.
Gladwell uses Revere’s ride to demonstrate how ideas spread. Be a Connector.
FIGHT FOR YOUR RIGHT:
Stand up for
yourself. Chutzpah. Fortitude. Will. Convictions. Stand for something.
·
FIGHT FOR YOUR RIGHT to command a
high and valuable price.
·
FIGHT FOR YOUR RIGHT to talk to all
the decision makers.
·
FIGHT FOR YOUR RIGHT to get paid
what you’re worth.
…and in true
Beastie Boy fashion-celebrate success with a big fat party.
Apologies and thank to
Bryan Neale.
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