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10 Steps on How to Become a Sales Jedi Knight
10 Steps on How to Become a Sales Jedi Knight

1.  “DNA”.

  • What we have discovered depends on the sales position; it takes a special make – up to be a “Sales Jedi Knight”.  This can include behavioral style and physical shape.  The Jedi Council identified these by the name “mitichlorians”. 

                      a. How are you physically and mentally staying in shape to be a “Sales Jedi Knight”?

2.  Build Rapport and Relationships quickly.

  • As a “Sales Jedi Knight” it is vital that we are perceived as experts in our fields. We refer to this as building rapport and relationships with our prospects and clients. The Jedi were perceived as protectors of the galaxy.  When they walked in a room people knew who they were.

                a. How are you building rapport quickly with prospects? 

                      b. When you walk in a room do people say “there he is”?

3.  Serve as an Apprentice.

  • We have found that “Sales Jedi Knights” have served as an apprentice under another sales professional which can be a coach or mentor.  The Jedi always had a “Master” they served under and then had the responsibility to train another apprentice in the arts.

                      a. Have you found the right coach or mentor?

“Always two there are, no more, no less: a master and an apprentice” Yoda, Episode 1

4.  Have a strong mind.

  • A “Sales Jedi Knight” realizes that his attitude controls his perception of the world.  By learning to harness his reactions to external events, he is able to gain control over his environment.  How are you developing mental toughness and a positive attitude?  It is how circumstances are perceived and what is done in reaction to those circumstances that makes the difference.  The Jedi had a strong mindset.

                      a. How is your attitude and how do you handle rejection from a prospect?

“Ready are you? What know you of ready? For eight -hundred years have I trained Jedi… A Jedi must have the deepest commitment, the most serious mind.” Yoda, Episode V: The Empire Strikes Back

5.  Practices and skill.

  • A “Sales Jedi Knight” is always improving his practices, skills and habits.  An example of a Sales Jedi Knight is he knows how to track his progress and will know the sales activities he needs to do in order to accomplish his goals.  Those who do not learn from history are destined to repeat it.  If you can’t measure it you can’t improve it!  Jedi were disciplined in all areas of their lives.

                a. What is your success formula to reach your 2011 goals?

                      b. What is the roadmap to get there?

                      c. Are you reading your goals daily?

"Try not.  Do or do not, there is NO TRY" Yoda from Empire Strikes Back

 6. Trained in the arts.

  • Sales is an art and we need more artist.  Most sales people think because they have a business card they know the art.  A “Sales Jedi Knight” is continually training and developing in the art of selling.  The Jedi trained in the arts throughout their lives.

                      a. How often are you educating yourself in the art of selling?

“Only a fully trained Jedi Knight, with the Force as his ally, will conquer Vader and his Emperor. If you end your training now - if you choose the quick and easy path as Vader did - you will become an agent of evil.” Yoda, Episode V

7.  Stay Humble.

  • A “Sales Jedi Knight” will become successful and will not forget where he came from.  The Jedi always had control over their abilities and the outcomes they produced.

                      a. How are you keeping yourself humble and in check?

 “But he still has much to learn, Master. His abilities have made him... well arrogant.” Obi-Wan

8.  Don’t be drawn to the “dark side”.

  • As a “Sales Jedi Knight” it is a necessity to sell by ethical standards.  A Sales Jedi Knight will tell a prospect “NO” if they do not feel it will be a win-win.  The Jedi stayed within the Force except for one and look what happened to “him”.

                      a. When you look at your latest new clients were the deals a win-win for everyone?

9.  Have a Council.

  • A “Sales Jedi Knight” will have a body of knowledge that he can turn to and get answers from.  The Jedi always looked to their council for guidance.

                      a. What did you learn the last time you met with your council?

10. Become a Master.

  • As a “Sales Jedi Knight” it is our responsibility to mentor someone else in the art of selling.  Jedi became masters.

                      a. How are you planning to return the favor?

“Always two there are, no more, no less: a master and an apprentice” Yoda, Episode 1

DISCLAIMER: This article is in no way sponsored or endorsed by: George Lucas, Lucasfilm Ltd., LucasArts Entertainment Co., or any affiliates. Star Wars and all its characters are © and TM Lucasfilm Ltd.

Owen Van Syckle is President of The Van Syckle Group, a premier sales training and coaching organization.  Reach him at 757-RESULTS.

The Van Syckle Group
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