I recently saw the show "STOMP".
You know, the trash can drummers? Actually, it was much more than that.
Those actors/musicians/dancers can make music out of anything.
Included in their "musical instrument" repertoire were brooms, cans, tubs, water bottles, rubber tubes, shoes, hands, folding chairs, barrels, newspaper, and even kitchen sinks with dishes.
It was an amazing show that lasted two hours.
The show never took a break and there was no intermission.
I can only imagine the show must have been rehearsed for at least a year before it was taken on the road.
The precision of the choreography is quite impressive.
At two points that I remember, an instrument was inadvertently dropped.
On at least three other occasions, several audience members threw the actors a curve with their unexpected audience interaction.
Someone laughed out loud at a quiet moment.
Another person got up and left the auditorium right before a scene change and still another person allowed their chair to flop down on its base and it made a loud racketing sound.
The way the actors handled these unexpected events was very memorable.
In fact, they actually used these unexpected events to make the audience laugh and feel engaged deeper in the show.
Even though the little boo boos were not part of their script, the actors used them to their advantage.
It was in those moments I realized the choreography became a guideline more than a crutch.
The choreography was a disciplined approach to the show.
It was the pattern of the show.
There are many sales systems in the marketplace.
While many of these are good, they have their place in the overall success of your sales.
They are the choreography of your sales show.
They are only a recipe for you to follow.
The challenge with most sales systems is they become a crutch for your sales success.
When you stick to the system and you actually make a sale, you are convinced the system worked, especially when you make a conscious effort to follow the system.
The other challenge is that if you fail to make a sale, it is the fault of the system, or at least your application of the system.
Nothing could be further from the truth.
What many sales people are notorious for doing is creating blame.
If you don't make a sale, it is the fault of the finance company, the marketing department, the economy, the traffic is not pre-qualified, or heaven forbid, parts of the sales system fell apart.
The secret is to take responsibility for everything in your sales career...
YOU ARE THE ANSWER!
You know, the trash can drummers? Actually, it was much more than that.
Those actors/musicians/dancers can make music out of anything.
Included in their "musical instrument" repertoire were brooms, cans, tubs, water bottles, rubber tubes, shoes, hands, folding chairs, barrels, newspaper, and even kitchen sinks with dishes.
It was an amazing show that lasted two hours.
The show never took a break and there was no intermission.
I can only imagine the show must have been rehearsed for at least a year before it was taken on the road.
The precision of the choreography is quite impressive.
At two points that I remember, an instrument was inadvertently dropped.
On at least three other occasions, several audience members threw the actors a curve with their unexpected audience interaction.
Someone laughed out loud at a quiet moment.
Another person got up and left the auditorium right before a scene change and still another person allowed their chair to flop down on its base and it made a loud racketing sound.
The way the actors handled these unexpected events was very memorable.
In fact, they actually used these unexpected events to make the audience laugh and feel engaged deeper in the show.
Even though the little boo boos were not part of their script, the actors used them to their advantage.
It was in those moments I realized the choreography became a guideline more than a crutch.
The choreography was a disciplined approach to the show.
It was the pattern of the show.
There are many sales systems in the marketplace.
While many of these are good, they have their place in the overall success of your sales.
They are the choreography of your sales show.
They are only a recipe for you to follow.
The challenge with most sales systems is they become a crutch for your sales success.
When you stick to the system and you actually make a sale, you are convinced the system worked, especially when you make a conscious effort to follow the system.
The other challenge is that if you fail to make a sale, it is the fault of the system, or at least your application of the system.
Nothing could be further from the truth.
What many sales people are notorious for doing is creating blame.
If you don't make a sale, it is the fault of the finance company, the marketing department, the economy, the traffic is not pre-qualified, or heaven forbid, parts of the sales system fell apart.
The secret is to take responsibility for everything in your sales career...
YOU ARE THE ANSWER!
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