“Sell me this pen.”
I like to think these are the types of challenges that are prompted in sales interviews, though I’ve never been in one. Questions that don’t just gauge your ability to think on your feet, but what you can do with your imagination, and the imagination of others. Painting a picture (or drawing it with a pen) that focuses on the experience of the item and how you’ll feel using it.
Experiences are the moments you remember most. Think of a recent vacation. You likely recalled a memory of your friends and family laughing and enjoying themselves—Almost like a commercial for a resort or amusement park. It’s those moments that entertainment companies, like amusement parks, use to sell “the experience.”
Now, instead of a pen, what if you were asked to sell a trip to an amusement park. Not just any amusement park though, this amusement park is filled with… dinosaurs. How do you sell experiences that have, in the past, been a tyrannosaurus-wreck? Dinosaurs escaping, lives in danger, dogs and cats living together! Mass hysteria can be hard to sell, so how do we get around it? And once you figure that out, how do you make sure your sales team is following suit?
In the Lesson I’ve created for this blog, Jurassic World Sales Enablement: Selling the Experience, I’ve defined “experience” for the Learner, just as I have here. I cover the basics such as ticket packages and pricing, but take the Lesson a step further by including objection training and tips and tricks from other sales team members. This lesson aims to give the Learner a holistic view of how current sales interactions work.
While your team may know what to sell, passing along how to sell can be a terror-dactyl. At Lessonly, we’ve found that the most impactful sales training is scenario-based, practicing actions and reactions. You can do this by creating questions that ask your learner to expand on concepts. For example, offer examples of cold-calling questions, then have the Learner create three more of their own.
Remember, don’t turn your back to the cage. Focus on what’s in front of you. It’s not just a trip to the tropical Isla Nublar and it’s not just dinosaurs (Ok maybe a lot of it is dinosaurs). At the end of the day, it’s the wealth of memories you leave with, not what was spent to get there. Lessonly is a blank canvas for you to paint these experiences, and to train your sales team how to paint them too.
P.S. I apologize for the dinosaur puns. I know they were pteroble.