Are you a rock-star salesperson or just a garage-band salesperson?
Rock stars seldom drop prices. Selling tickets and merchandise isn’t a struggle. Fans line up for hours to buy tickets and over-pay ridiculously for the band’s tour t-shirt. The rock star salesperson makes more money, works smarter, and has more fun.
Here are five vital lessons you can take away from legendary rock stars and apply directly to your sales career.
1. Sell an experience, not a product or service. Jimmy Buffett fans don’t show up to his shows each summer to hear “Margaritaville” one more time. Jimmy Buffett creates an experience for his fans, turning each show into a three-hour escape from reality and allowing his “Parrothead” fans to experience the beach-bum lifestyle for a night. Because the music is secondary to the experience of the sun, drinks, friends and fun, Jimmy sells out night after night, summer after summer.
When you sell an experience to your customers, price stops being an issue. So does competition. If nobody else can provide the experience you provide, you essentially have no direct competition.