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Harvey Specter is a bad-ass. The one that all salespeople want to be. At least the ones that want to be incredibly successful, win big and don’t let their competition get ahead.
For those who don’t know, Harvey Specter is a senior partner in the fictional law firm Pearson Hardman, in the critically acclaimed law drama – Suits.
The show is thrilling and smart, and you can actually learn a thing or two from it. In today’s post I want to share some tips for winning pitches in sales with you that I picked up from Harvey. They are so good you can use them in business and life, but today I’ll write strictly about sales.
I don’t take meetings, I set them.
General meetings inside the company are the biggest waste of time and the most boring thing ever. Being a part of the meeting where the board discusses inventory or some issues that typically appears on a regular basis is a waste of time for salespeople.
Salespeople should set up meetings to deal only with special situations – something that really needs to be discussed that potentially will improve communication inside the company and will help them sell.
When it comes to meeting with customers, best salespeople are always in control of their meetings. Yet they’re not too pushy. They steer the conversation, know how to change the path at the right time and bring it back on track should something go wrong.
Once you set up a meeting, be well informed about the customer’s business and their needs. It also applies to knowing the competition they care about. Go into a pitch with the confidence that you absolutely know your thing and you’re able to help them. And remember, it’s not about how much you know, but how you convey what you know.
That’s the difference between you and me. You wanna lose small, I wanna win big.
No one ever won much by playing safe. If you want to win you have to take risks.
To do that, you can’t always follow every single rule with the hope that your competition is doing the same. Sometimes it’s ok to go beyond company's core capabilities, not sticking to the brief and all the rules in order to win.
Shy arguments and hesitation won’t get you far. You need to step up and focus on the things that are important to make a deal and be confident about it. Like surprise a customer with some background information you gained and some insights and solutions that will work for them.
It’s not bragging if it’s true.
Some people don’t like to speak too highly about themselves or their product. They feel like it’s bragging. I’m one of these people. Maybe that’s why my career in sales didn’t work out. But if you’re a salesperson and you want to make a living out of it, you need to get rid of this feeling.
It’s definitely easier when you have a great product and it’s actually a pleasant thing to talk about. Let me try this on our product:
LiveChat is the easiest way to contact with your customers. It will help you reach out to potential customers and close sales. With this product you will basically earn more money.
Is this bragging? It might sound like it, but it’s true. It’s not like I made that up. That’s exactly what our customers say – check this out.
The better the product, the easier the promotion and selling. But if you have trouble with it, try the approach I’ve just showed you. Ask your customers for their opinion about your product and service. It’s always comforting to have happy customers behind you.
Winners don’t make excuses when the other side plays a game.
As a salesperson you probably hear a lot of “no’s”. It’s no wonder you can feel discouraged after a few denials. But your competition has to face the same circumstances.
It’s up to you if you manage to deal with the obstacles like hearing a “no” from prospects or feeling not good enough when comparing your results to others. Whatever the problem is - it’s up to to get it out of the way if you’re will fight it.
Don’t hold others accountable for your success (or the lack of it). Make that one more call, one more pitch. Competition never sleeps. So it’s up to you how bad you wanna win. If you don’t fight, you probably don’t want it badly enough.
I don’t have dreams. I have goals.
Be ambitious. Be practical. The clients might not always know what they need. So ask the questions that will help you to get to the bottom of their needs. Then, listen to their challenges and respond with a bold yet practical solution. Don’t stick to the brief if you feel like it won’t take you anywhere. Go beyond that. You already know where you’re heading.
As you see, Harvey Specter’s quotes can be applied in business and life. But most of all, they show you how important it is to be confident when working with the customers. So set up goals and work your ass off. No excuses, right?
If you liked this post you might also want to read Sales Quotes to Help You Keep a Positive Attitude.