4 Lessons Every Sales Executive Could Learn From Justin Bieber
What Every Sales Executive Could Learn From Justin Bieber
So, many of you like me have probably heard a lot about Bieber Fever for the last few years. Each time I would hear about this kid, Justin Bieber, I would say to myself, whats all the fuss about? If you haven't been living under a rock, I'm sure you're aware Bieber just released his first movie, "Never Say Never" to much box office success.
One of my first real encounters with Bieber-Fever started with my 12 year old neice, who like 80% of girls her age, has a serious case of Bieber-Fever. She has Bieber's posters plastered all over her bedroom wall and consumes all things Bieber. She begged me to take her to the see Bieber's new movie on the opening weekend. I somehow convinced her to have my lovely grandmother take her. Hey, she didn't care who took her to see the movie, she only cared that she got to see Bieber on a 20 foot tall screen. I wasn't yet sold on Beiber.
The first time Bieber really impressed me was in his performance at the NBA All-Star game festivities last month. For those of you who missed it. Bieber stole the show at the NBA All-Star celebrity basketball game. After sleepin' on Bieber's talents for a while, I have to finally admit, The kid has some serious swag.
He made a couple of clutch 3-point shots, did not get overpowered or embarrassed playing against grown men celebrities and several former NBA players. And he played with a Never Scared mentality.
I believe there are some character traits all of us can learn from young Mr. Bieber, whether you are a Sales Executive, an aspiring Drug Rep, A college student, a 20 something young professional, or a more seasoned professional. After I gave the kid a chance, I learned that Bieber actually has an amazing and inspirational story to share.
Here's what Every Sales Executive can learn from Justin Bieber
1. Sales Success Starts with Desire
Do you desire to be great or simply average? Anyone can be average or mediocre. If you do not want to be great you can pack it in and do like everyone else does. BUT, if you want to be great ,you will do what others won't do, to have what others can't have. You will work harder, you will stay later, you will last longer and you will be more likely to be successful. It's all up to you. Just like Bieber, if you have an unyielding desire, you too have a chance to succeed in an ultra competitive industry.
2. Don't cut and run after the first "No". (Without a valid explanation)
Make the prospect give you the courtesy of explaining WHY they are choosing not to buy what you're selling.
All too many sales executives, myself included sometimes have been guilty of doing a sales pitch to a prospect and being told "no", "I'm not interested", "never in your life", however the "No" might be worded. It hurts being told "No". But, what doesn't kill you, can make you stronger.
The mistake the novice, unconfident sales person makes is meekly accepting that "No", and walking away with their ego bruised.
A truly exceptional Sales Executive will ask, Why? I learned this mentality from listening to One of the best DJ's in Boston, DJ Chubby Chubb of Hot 97 in Boston. He often says a famous tagline in almost everyone of his radio shows. (In my best Dj Chubby Chubb voice)
"I'm the BEST, most requested DJ in Boston! You have to Love Me! You MUST respect me. AND, if I'm not your favorite DJ, I WANT TO KNOW WHY???......Really, I WANT TO KNOW WHY???"
This line stopped me in my tracks the first time I heard it! It will stop your prospects in their tracks as well. Once they tell you "No" to whatever you're selling, (Note: The average sale is often made after the 5th "No") and you will be told "No" a lot if you are in any type of sales.
Simply ask them, "Why?" or "I understand that you are not interested in my offering, may I ask why? (Then be Quiet! Note: Whoever talks first loses)
They will be forced to explain why they are not going to purchase whatever you are trying to sell them. Yes it's a bit of a "frontal" sales approach, but as a sales executive or anyone else who is putting their blood sweat and tears into a worthy endeavor you owe it to yourself and your stake-holders, to know why someone does not want to go with your offering.
It takes some guts to say this line. You are calling the other party to the carpet for them rejecting your offering. Most prospects aren't used to a sales person challenging them, back once they say no. From my nearly 10 years of experience in sales, I know that Sales Executives who don't stop fighting for the sale after the first no or "objection" win more sales than those who don't.
3. (This certainly helps) Sell a product that people really love
Bieber has the talent and charisma in spades. His target market, 8-16 year old girls, fall all over themselves for him because of this. In addition to that he has great hair, a great smile, he can sing, he can dance, and he has that all-too-elusive, for most people SWAG. (Just know that your author possesses impressive swag as well, or at least I've been told :)
4. Give back
I love this. Bieber and his team go out before each show and give a handful of free tickets to seats near the front of the stage to fans who look needy and who have waited in line for a long time. I’m a big believer in giving back. It’s part of what you do as a person who has received a leg-up from somebody else. Bieber & Co. seem sincere in this effort.
For the reasons above, I plan to check out Bieber's Movie, "Never Say Never"
It’s have heard it's a powerful film filled with truly inspirational stories that should get the hairs on the back of any aspiring Sales Executive to stand on end. I know that you’re too cool to admit you’d see a Justin Bieber film. I know I had never heard any of his music before. But don’t worry – just grab your nearest niece or nephew and tell your friends that you only went because you wanted to be a Cool uncle or aunt.
Would love to hear your thoughts on Bieber & Sales success.
FYI: Justin Bieber was discovered by Record Executive, Scooter Braunwho saw him on YouTube. The story of Scooter himself is quite inspiring as well. He was immediately struck by Justin’s talent and was relentless in convincing Justin’s mom to come to Atlanta to meet him & other local talent. Scooter went the extra mile, didn’t take no for an answer and even fronted all of Justin’s costs to get him to come to Atlanta. Think of Scooter as Justin’s angel investor.
Justin then had a meeting with Usherwhere he sang him a song he himself had recorded. Usher agreed to back Justin immediately and worked hard to convince Justin not to sign with Justin Timberlake (where they already had a meeting set up) or anybody else. Usher worked hard to set up meetings (including L.A. Reid, who originally signed Kanye West, Mariah Carey, Pink, Avril Levigne and others) for Justin Bieber even before he was committed to Usher and this hard work and commitment is what persuaded Bieber to go with Usher.
*Inspiration for this article came from Mark Suster and his blog article here.