HTSS167 - How to model greatness in sales from leading closers - Scott Sylvan Bell

How to model greatness from fictional television characters

AKA Best sales closers of all time from television

You don't always have to turn to sales in order to learn about your sales skills. You can use 

NLP modeling to get a sense of what skills you can use from others. With NLP modeling you do what they do. In essence, you borrow what you like and you don't use what isn't liked. There is a danger that you need the abilities of the person but pick the wrong ones. Blair Singer teaches how to take someone's presentation and then borrow their traits. 

How to borrow traits of the top salespeople 

Here is how you borrow traits of closers, leaders, communicators, and other great people. Look at the traits of the person and make a list of what you like and or admire. Make a list of your self and the items you are good with. See where you are deficient and where you can improve. 

How to really use a mastermind to model greatness 

In the book Think and Grow Rich Napolean Hill explained that you can leverage a group of people either with you or not. You would ask them questions and see what they would do in any given circumstance. 

Here are some closers from television you could model 

• Happy Days – Fonzie
  • Swagger, loved attention, stood up for others, epitome of cool
• Suits – Harvey Spector
  • Traits – saying what needs to be said, asking for the deal, putting in the work, confidence, swagger, loves the fight  
• Magnum PI – T homas Magnum
  • Asking questions, bring in friends as needed, not taking no for an answer
• Steve McGarret – Hawaii Five 0
  • Action first, permission second, compassion, teamwork -
• House – Dr Gregory House
  • Questions, insights, going against the grain, saying uncomfortable things
• CSI Miami – Horatio Cane
  • Patience, slow down the process, intuition, questions
• The Rock – WWE
  • Humor, presence, showmanship, timing – one of the best in front of a crowd
• Olivia Benson Law and order SVU
  • Used her difference as a woman less masculine, asked the tough question at the right time

Sales training when struggling 

There are periods of your life that allow you to hear things differently. When you watch television shows and pick apart what you can use, you can find new content and hope. Closers are not always alpha males or super masculine. You can find traits in women as well that you can model. You will want to look outside of sales to get skills others don't have. 

Evil sales training warning 

You shoud know that there needs to be a warning when you model others. You can get caught up with the evil that people have. You do have to be careful with who you resonate with. You can look to those who are different as a way to increase your sales skills. Philosophy is one place for you to take a look at closers traits.