USA network’s “Suits” is my favourite television show because it’s the perfect mix of sass and snark. As a junior staffer in sales, I often watch Harvey Spector close an epic deal and wonder, “Will I ever score a deal like that?” I won’t be skirting the law or blackmailing prospects into signing deals, but I have learned a few things about sales.
Lesson #1: Confidence is everything
Believe in your product. If you don’t believe in it, neither will your client.
A perfectly pressed power suit helps Harvey Spector, but so does knowing your product or service inside and out. Look good and sound good!
Lesson #2: Sealing the deal requires that people trust you.
You need to show the client you can be trusted. Prove you have experience closing deals in the industry. Prove that you’re a solid person. No matter who, people prefer to work with people they trust.
Mike Ross didn’t sign Gillis Industries because he had the best offer. He scored the deal because he was trustworthy (or so he thought he was)!
Lesson #3: Learn by doing.
Some people are born salesmen. They can sell you an old ratty t-shirt and charge you $50 for it. Others, like me, need to be thrown in the pool with the product and sell it to nearby swimmers.
Fifth-year associate Katrina Bennett had to learn how to sell her ideas to Louis and Mike. She wasn’t in a classroom anymore and it took her a few tries to get it right.
Lesson #4: Know your audience.
Time and time again, poor Louis Litt shows us that people can be convinced of a bad idea by the perfect pitch. Luckily, you’ve got a great idea to sell.
Pitch the product in a way that will appeal to your client. Does she like numbers? Present stats in a relevant way. Is he swayed by kindness? Show him the impact this deal could have on his staff.
Lesson #5: Listen to your clients.
Your clients know your product best. They use the product for their own needs, which are likely different from your own. Listen and adapt as they need it. You’ll gain a loyal client.
This is the one lesson that never gets learned in “Suits”. Perhaps this makes sense as lawyers have attended law school (most of ‘em!) and thus understand the law far better than their clients.
When it comes to a product you’re selling in a B2B situation, you should definitely open your ears!
Lesson #6: Offer something that no one else can.
As the head eagle of the flock, Jessica Pearson holds the power to offer the top bonuses. She holds onto them tightly, but she hands one out when nothing else will do.
For most deals, keep your deal-closing bonus under you cap. But, if you need it to close a big deal, let it shine!
Lesson #7. Never underestimate the help your coworkers can give you.
On paper, Donna Paulsen is a secretary. In practice, she is the employee who knows everything going on around her. She knows strengths, weaknesses, and the moods of everyone around her. She knows when a deal is going sideways before it slips off the rails.
Never limit the value of coworkers by the title on their business cards.
The written word is timeless, but content marketing has come a long way since John Deere’s 1895 advertorials. Brands are now competing..