I would never have guessed in a thousand years that my spouse and I would one day create mini Sales Ninjas and Jedis.
The crazy part is that these tiny humans have no idea what this word “Sales” means despite the fact that they master it everyday.
Take for instance last night as I prepare to start my three year old’s bedtime routine:
Me: “Okay Kaya, you know what time it is. It’s time to go night night.”
My child: “But it’s not nighttime. (She goes to the window and points to the sun setting) See, sun.”
Me: “Yes, the sun is going bye-bye, so it’s time for bed.”
She pretends to bump her knee, “Ouch, boo boo, bandaid please with whipped cream” (which is her way of asking for first aid cream).
After stalling for 5 minutes and taking care of her precious boo boo, I say “Okay time to go upstairs”.
My child: “5 minutes, Peppa Pig, please.”
I couldn’t help but laugh, so I ask Alexa, “Alexa, set timer for 5 minutes.”
The timer goes off and I ask her to turn off the TV. Without any hesitation (because Alexa is sacred) she turns off the TV with the remote and starts walking up the stairs.
Never once did she give up on stalling for bedtime. Instead of giving up, that little stinker switches tactics. It’s moments like these that we can learn 4 important Sales lessons from kids:
kids are immune to the word "no"
It is like they feed off of rejection and use it as an opportunity to try harder for what they want. And the harder they try, the more creative their attempts become. That’s where the magic happens.
Take cold calling as an example – Are you going to stop calling contacts after the first prospect said “No”?
I would certainly hope not.
Top performers take time to observe and reflect on their calls and demos where they were told “No”. This helps them think of ways to be creative so they can improve their target, approach and delivery.
kids are jedis of indirect pressure
Their follow up game is dope. They do it with authority and confidence which is a mind trick that gets most parents to give in to their needs. (Indirect pressure)
For instance, I was in Target the other day and overheard a child say the following to their Dad:
“Hey Dad, remember when you said the next time I get an A on my science test, I can get a big Snickers bar? You said it last week. You remember, you said it Dad, right?”
I quietly laugh to myself since I see him grab the king size snickers bar half way through his kid’s statement.
In Sales, what do you think is more effective in a follow up email?
“I just wanted to call you back or I’m just checking in”
Or
“You mentioned reaching out this week, so I’m reaching out now. I’m excited to hear how things have been and how we can help.”
Killer follow up leverages indirect pressure to acknowledge the previous agreement and move the conversation forward with confidence.
kids are passionate about what they want and never forget that
There is a reason why they are fearless for asking for the sale (what they want).
They are passionate and believe in what they want. Period. If they weren’t, they wouldn’t be asking in the first place.
No kid is going to keep asking for a lollipop only to throw it away.
There’s no difference in Sales. Let’s just say, if you’re not passionate about what you do or believe in the product/service that you sell, then why should your prospect?
kids don't get stuck on one person
Never underestimate the power of a clever kid. Can you guess what happens when one parent says “No” to their child?
They go and ask the other parent without hesitation.
If they say, “No” they then ask another family member until they eventually loop back to someone who is going to say yes.
Don’t get tunnel vision in Sales. If you truly believe that your product/service can genuinely help a team or company and they’ve said no, who else in the organisation would benefit?
How can you get in touch with them? Why would they engage?
It’s the simple lessons from kids that teach us how to be better Sales professionals. We may not realise it, but they’re using Sales tactics every day.
So the next time you find yourself watching your kids or observing someone else’s kids, I encourage you to see how they close the sale.
I promise you’ll be amazed.