I recently watched a movie that earned the lead actor the most coveted award in the entertainment industry – an academy award. I was amazed how well he captured the essence of the character he portrayed. I’ll unveil his name in a moment.
In preparation for the movie, he adapted many of his subjects’
physical characteristics and immersed himself in soul, jazz and blues recordings to set the tone; attended classes at the Braille Institute; and spent weeks during rehearsal and production walking around with his eyes sealed tight for
12 hours a day, to gain an intimate understanding of what it really means to be blind.
You probably guessed it; I’m talking about Jamie Foxx’s portrayal of the great singer Ray Charles.
When Foxx entered the set, many were stunned by how spontaneous and natural his embodiment of Charles became. But imitation was never his aim. “The key word for me was nuance, because I didn’t want to simply impersonate him,” says Foxx. “Rather, I wanted to capture some part of his spirit, that’s all.” Foxx’s interpretation is so uncanny that lifelong friends of the real Ray Charles expressed genuine bewilderment on set.
For all this hard work and craft, Jaime Foxx was paid millions of dollars and awarded the highest compliment an actor can receive, an Oscar.
What does this have to do with sales success; everything!
Actors, athletes, doctors and professionals are paid based on the amount of preparation performed in their chosen field. Did Michael Jordan decide one day he wanted to play basketball and instantly became a superstar? Do leading heart surgeons just decide to cut someone’s chest open and operate on their heart?
Of course not!
The one trait all these professionals share is years of preparation to become the best in their chosen field.
If we all know and understand the preparation involved to attain the above skills, then why do so many salespeople believe they can get to the top of their profession without proper preparation?
Over the years I’ve witnessed many merchant service salespeople enter the industry with very little preparation and later were dumbfounded why they didn’t accomplish their desired result.
I’ve seen salespeople with minimal training take little time to understand their products and services. Sit down to make calls with little of no preparation and no idea what to say. Head out on sales appointments and wing-it. Then go home at the end of the day and wonder why they can barely pay their bills.
They want to earn top dollar without putting in the effort to prepare properly. It reminds me of story I once heard, after a concert pianist finished her performance and adoring fan walked up and said “I’d give my right arm to play piano like that.” The pianist just looked at her and said “No you wouldn’t, if you really wanted to play piano like me you would practice 12 hours a day 6 days a week like I do”. You see the fan was in love with the idea of playing the piano, but was not willing to dedicate the time and energy to prepare and practice to become a true master pianist.
To be a professional in any field requires work. You must put in the time to become an expert in your field, there is no short cut. Not just during business hours, but after hours as well; preparing what to say when you make a call, the presentation, handling objections, closing and all aspects of the business. I’m talking about practicing until you become so polished — until selling becomes second nature, like walking or driving your car or acting, like it does for Jamie Foxx.
If you truly wish to be a super star in the sales profession and get paid what super stars get paid, then do what the super stars do. It’s not easy. It requires dedication, commitment and hard work. However, the rewards are great.
The great thing about our business is that when you reach the pinnacle of success you will receive your Oscar every month, in the form of a residual check!
|
