I admit it! I'm hopelessly addicted to this fluffy, feel-good show
where famous men & women dare to learn something new with millions
of people watching their every move.
Tonight I'll be watching the finals, cheering my favorites on one last time. Tomorrow I'll be despondent that it's over.
But before the results are announced, I'd like to weigh in on what you as a seller can learn from "Dancing With the Stars."
1. Practicing before prime time is essential.
Each
week the stars not only learned a new dance, but also struggled to
perfect it before they stepped on the stage. They practiced hours each
day, tripping over their own two feet and worrying endlessly about
mastering the intricacies of each dance.
Sellers need to take this lesson to heart. You can't "wing it" in
sales today. Savvy sellers run through their presentations multiple
times before standing in front of the committee. They listen to their
own voicemail messages before calling real clients. In short, they
stumble over their own words in private before they "perform" in front
of prospective customers.
To increase your sales success, practice more.

2. You can't skip any steps.
Every dance has certain requirements that the judges expect to see.
When the couples don't have enough turns or taps or whatever, they're
docked points – which could ultimately lead to their eviction the
following week.
Sellers who skip steps of the sales process in their attempts to get
the business quickly, create obstacles that can delay or even derail
their own sales efforts. Customers have their own buying process to go
through. They won't be rushed. The more sellers "push" towards closure,
the more likely they'll blow it.
To win more sales, don't skip any steps.
3. The best option doesn't always win.
At the beginning of this season, actress Sabrina Bryan (Cheetah
Girls) was clearly a formidable competitor. She danced beautifully and
powerfully. Everyone was convinced she would be in the finals. But
halfway through the competition, she was booted off the show because
the viewers hadn't voted for her.
Sellers need to constantly be aware of anything that could
negatively impact their sales efforts. If the right people in the
company aren't advocating for your product or service, your ability to
win the sale is at risk.
To stay in the game, make sure people are cheering for you.
4. Lack of confidence doesn't sell.
Jennie Garth, actress of Beverly Hills: 90210 fame, came out
week-after-week and did a yeoman's job. But she didn't believe she was
a dancer and it showed. At times, it felt like she was counting steps
or moving tentatively, afraid to really get into the role the dance
needed from her. Instead, her niceness showed through – and it cost
her.
Making a decision to change from the status quo is risky. Customers
worry about what might go wrong or if they'll achieve the desired
results. Sellers who are confident in their firm's capabilities often
can provide the impetus to move ahead.
To initiate change, know the difference you can make.
5. All things being equal, relationships count.
Going into tonight's finals, three contestants remain: Spice Girl
Mel B, Indy 500 champion Helio and performer Marie Osmond. All have
demonstrated "enough" dancing skills to be a contender for the coveted
trophy. Now it all boils down to relationships.
Will the Spice Girl's fans cast their ballots en masse? Will Helio's
& Julianne's chemistry pull in the votes? Or, will Marie's
long-time fans carry her into the winner's circle?
When just three competitors remain in a sales situation, typically
customers perceive any of them to be capable of doing the job. Then,
the real question becomes, "Who do we want to work with?" Hopefully it
will be you.
To win the trophy, strengthen relationships.
Tonight, at 8 pm Central, we'll find out who the actual winner is from this season's Dancing With the Stars. Fortunately, it really doesn't matter because we've already learned the sales lessons