Sales Training from the Ghostbusters

Picture this scene from the 1984 smash comedy movie from Columbia Pictures, Ghostbusters: Dan Aykroyd and Bill Murray, aka? the Ghostbusters, are involved in a heated meeting with the Mayor and the Head of the local environmental agency. The city is in shambles because a legion of evil spirits has invaded and is currently wreaking havoc and chaos throughout the land. The perplexed Mayor feels that these Ghostbusters may be his only chance at saving the city, although he is not altogether convinced. Conversely, the Agency Head wants these Ghostbusters arrested and jailed for fraud.

Bill Murray's character then presents the best sales presentation and close that has ever been written into a movie script! He proceeds to outline what has occurred in the city thus far and paints a vivid picture of what is yet to come, which happens to be far more horrible that anything that has happened thus far. The Agency Head then presents his argument, one that unfortunately does not provide a solution to their immediate problem, demanding that the Ghostbusters be arrested and thrown in jail. The Mayor, aware that his very soul and Mayoral term may be at stake, is faced with making a decision that will impact the current dismal situation. As both sides present their cases, he pensively thinks and studies the demanding, expressive faces of those in his chamber. What is he to do?

It is at this point that Murray's character delivers the most incredible closing statement, one that should be a pivotal component in the curriculum at every sales training facility and secondary school. He states, "Mr. Mayor, if you retain our services and permit us to do our job, you will personally be responsible for saving the lives of millions of registered voters!" Of course, the Mayor chooses the Ghostbusters, orders the Agency Head removed from his office, and proceeds to set the tone for the remainder of the movie.

Murray and Aykroyd's presentation and close incorporate so many classic techniques that often escape salespeople while presenting to their qualified prospects. I say qualified prospects because they were already in front of the decision maker, stating their case. They were not wasting their time presenting their solutions to the wrong person, incapable of making the decision that they were looking for. How many times do we make stellar presentations and wonder why the order has not arrived yet? Making an outstanding presentation of the features, advantages and benefits to the actual decision maker, then asking for a buying decision is paramount to a successful sale. This is why there are salespeople.

Their competitor, the Agency Head, was also in front of the decision maker, but he failed to keep in mind what was important to the Mayor. He was presenting what was important to him at the time. Does that sound familiar? How often are salespeople guilty of removing their focus from the buyer and his needs, only to focus on "what's in this sale for me?" Zig Ziglar states it so eloquently when he says "You can get anything in life that you want, if you'll help enough other people get what they want."

The Ghostbusters kept their focus. They knew that the Mayor needed help. They had a solid, in-depth understanding of the problems facing him. They were aware of the political fallout and ramifications of the situation and the danger that was facing the city. They had their facts and they had a solution. Do we as salespeople always gather our facts, our knowledge about the company we are calling on, their markets, their competition and the problems they are currently facing?

The Ghostbusters were also well aware of their competition. In fact, the Mayor had called them all into his office simultaneously so that he could hear their presentations and come to a decision. We may infrequently find ourselves in a similar, uncomfortable situation, but do you actually know who all of your major competitors are? Are you mindful of their strengths and weaknesses? Can you present your case, focusing upon your abilities to adequately meet the needs of your customer without bashing the competition? You need to know your competitors.

The Ghostbusters actually closed. How many salespeople will make a magnificent presentation only to leave without asking for the order? Murray asked for the order and he utilized the key, all-important, personalized benefit to close. He knew what the Mayor actually wanted and offered it to him. The final close we utilize after our great presentation must present a win-win proposition for everyone involved. If done properly, your buyer cannot say no. He will be convinced, beyond any doubt, that your solution has more value than the price you are asking, and it will more than meet his needs. The sale is made!

Remember the outstanding Ghostbusters presentation and closing technique when you are planning your next call. Execute your plan and win the sale. Remember, your role as a professional salesperson is to provide enough value to offset the price that your product sells for and then to ask for the order. The customer will soon forget the price that he paid for your product or service, but he will long remember how well it meets his needs and solves his problems. He will remember you as well. Be a Ghostbuster, or sell like one anyway!

Daniel Sitter is the author of the breakthrough e-book Learning For Profit, the revolutionary "how-to" book providing simple, step-by-step instructions to teach people exactly how to learn new skills faster than ever before. It is what the author calls a "skinny book", a new generation of e-book designed for busy people. Containing no "filler or fluff", it gets right to the point with no wasted time. It can be read easily and quickly on a computer, a PDA or printed for later reference. Visit http://www.learningforprofit.com/ or contact the author directly. This e-book is currently available from c|net's download.com, the authors' web site and a variety of online book merchants. Mr. Sitter is a contributing writer for several online and traditional publications.

---

Nine Keys to Make your Sales Copy Convincing

Would you pay $12,500 to discover the keys to great... Read More

3-Levels Of Successful Selling

Any selling approach that lacks a proven strategy, a practiced... Read More

How to Sell High Tech Solutions

Many companies are looking to improve upon the speed, security,... Read More

A Look at Mannequin Heads

A mannequin head is a life-size head that includes all... Read More

How To Seal The Deal In Seven Seconds

Can you close a sale in just seven seconds? If... Read More

10 Important Things To Tell Your Prospects

Hello everyone, hope your day is going well! I know... Read More

Why Should I Buy From You?

Virtually every business you contact has this question in their... Read More

Dr. Seuss?s 3-Step Selling Process

Hello Everyone: Here's a unique look at learning how tosell:... Read More

Get the Most Out of Your Current Customer

The customers you already have could be your biggest lead... Read More

Your Best Friend - The Phone

We all know that you can't earn your commission until... Read More

Telling the Value Story

You arrived on time and completed your calculations. You worked... Read More

It Isnt A Sale Until Youre Paid

Back in the days when I sold for CTV and... Read More

Understanding The Corporate Buyer

Selling your services to corporations is an attractive proposition. The... Read More

Model Dell: The Art of the Affiliate Coupon

Along with having an innovative supply chain, there's another reason... Read More

Losing the Big-One: Salvaging Lost Accounts

After careful consideration, we have chosen our vendor, and it's... Read More

Sorry, But Im Not Buying From You!

Former General Electric CEO and legendary manager, Jack Welch, nailed... Read More

Lead Companies, Eight Features To Consider

So now the time has come to invest in Lead... Read More

Four Easy Steps To Building A Powerful Employee Incentive Program

Want to build a successful incentive program for your company?... Read More

6 Steps on How to Install Confidence Into Your Clients

What methods can we use to install confidence into your... Read More

How To Set Goals and Achieve Them

We use only 5% of God's given potential, 95% of... Read More

How To Write A Riveting Sales Letter That Closes Sales

How do you get people's attention and build their interest... Read More

How To Sell Your Products or Services on Value And Stop Selling On Price Alone

Have you ever met with, or talked to a prospect... Read More

Getting Past the Gate Guard

Over the years, many prospects have hidden behind their well-trained... Read More

Keep the Referrals Coming

A key method of our survival in the business and... Read More

Dress as Though You Mean Business

Could casual Friday be undermining your leadership ability?One of the... Read More

Six Steps to Creating Online Presentations for Telephone Selling

How much extra money could you make by closing just... Read More

5 Tips to Choosing a Direct Sales Business

With hundreds of direct sales companies out there, how do... Read More

Build & Protect Your Confidence

I can remember the first time that I had to... Read More

Five Keys to Make Your Cold Calls Sizzle

Do you clam up on the telephone? An advertising rep... Read More

Why There Will Always Be High Paying Sales Jobs

With the dot.com revolution crushing once solid business models on... Read More

Generating Sales Leads

Any company that relies on selling a product or service... Read More

Why You Buy, Part Three

Still more discoveries from the recent studies in behavioral economics:Over-Valuing... Read More

15 Ways To Get Really Motivated

First, recognize that motivation is an inside job. The word... Read More