Selling Like Jean Luc Picard

"Tea, Earl Grey, HOT!" These are the famous works from Captain Picard of the Enterprise (Star Trek Next Generation)

I've enjoyed watching the show, simply for the leadership aspects of Captain Picard. Now, how does that apply to your selling career and/or sales management career?

Here are three simple truths, Picard and others know...

1. Picard knows what he wants.
2. He articulates it clearly.
3. He has a system for producing his desired outcome every time.

He Knows What He Wants - Pre-call planning. Knowing the outcome of the sales call before you show up. What are you trying to get from this call, what are your trying to give in this call? Where are you taking the sales call, where is the customer taking you?

He Articulates It Clearly - Using open ended questions, providing samples, taking a tour of your operations, are all ways to clearly articulate what you are trying to pass along when you are selling.

He Has A System - a systematic approach to selling. Using a process, understanding the customer, walking through a checklist, it is all the same, a systematic approach to moving a customer from "here" to "there" without forcing the issue.

Granted, not every call will have a "Captain Jean-Luc Picard" appeal. The point is to strive for more calls with this approach and appeal. What would that look like? What would that sound like? What would the outcomes and results do for you and your family? For your customer?