Mr. Spock’s nervous sales and marketing pinch

Have you seen the new Star Trek movie and its world-class sales and marketing secret?

If not, you can learn a LOT about selling (in any medium) just by watching James T. Kirk and Mr. Spock. Kirk is the main boss of the spaceship on the TV show, and Spock is his pointy-eared first mate.

How is that?

Well, when you see the movie you’ll realize…

1. Kirk is an impulsive guy who “jumps before he looks.”

2. Spock is the complete opposite: analytical, logical and thorough.

And you want to know what?

In some way, they represent EVERY prospect you will sell to.

And if you want to give yourself a good “edge” in business, all you have to do is recognize if the person or people you are selling to are churches Prayed Spocks.

For example:

Let’s put on our silly pointy ears and Vulcan robes for a second, and pretend it’s the year 2300 (or whenever Star Trek takes place) and you sell cool phaser ray guns and want a big fat Star Feet weapons contract.

And you know you’re going to be dealing with Kirk or Spock.

Well, I don’t know about you…

But I would sell Kirk ROAD different from Spock.

For one thing, I’d rather sell to Kirk.

After all, Kirk is impulsive, energetic, and if you can make a decent case, he’ll buy with little resistance. In fact, as long as he appeals to his ego, he can spread your sales pitch with all the hype and excitement you want, the more the merrier.

Not so with Spock.

If you get stuck selling Spock, it’s a whole new game.

Spock isn’t going to respond well to high-energy, exaggerated speech. He’s going to require a LOT more proof and “reasons why”. And you better have a super logical presentation that flows without bumps or jolts.

Also, Spock will ask a lot more questions.

He is not going to put up with any “improvisation” either. Either you have your things well wrapped up or he will prick your nerves and throw you off the ship!

Anyway, here’s the point:

It’s not an easy sell to Spock. But selling Kirk is like taking candy from a baby.

Most likely, you often have to deal with both.

If you “customize” your sales and marketing to appeal to one or the other (depending on the situation), you’ll get more sales.

And live long and prosper (big).