Sales coaching lessons from Star Wars.

We have been having an exchange with a sales person in a company for a few weeks now. He thought he was pretty awesome. "I can probably close these deals on own, but maybe you can help me." After a few weeks of emailing back and forth with he said “Getting your email sort of reminded me of my college fraternity days after hell week. Getting hazed all week long and then finally someone says-“alright, you’re okay in my book.”

It reminded me of the scene in the first Star Wars movie when Luke finds Yoda after Obi-Wan was killed by Darth Vadar and he wanted to continue his training. If you are a fan, you will remember that Luke was frustrated because he felt he was stuck on planet doing something less than the glorious future of going to the Academy and fighting for the Rebellion. Then he learns that Obi Wan was the recipient of a mysterious message from Princess Leia and Luke's journey to becoming a Jedi began. But then Obi-Wan is killed and Luke seeks out the Jedi master Yoda to complete his training.

Some people ask 'why push them away?'

There are a couple of reasons. First, we want to know how they will react. It tells us a lot about what we have to deal with when they are engaging with prospects who will push them around.

Second, there is one split second when the prospect buys, or doesn’t buy. As salespeople, we have to recognize that it’s their problem that needs to be solved. Not ours. When we get emotionally involved in the sale, the power shifts. The person who cares the least about the sale controls it. No is the most powerful word a salesperson can use.

Yoda did this to Luke in the hut much in the same way we do to decide who is coachable and who really wants something more than the status quo.

Coaching insights from Yoda's hut:

1. What is the why? The first question Yoda asks Luke is why is wants to become a Jedi. Why do you want to improve? How will you being better make the world a better place?
2. Are you looking for a magic answer? Luke is impatient when he hasn't found Yoda and feels he is wasting his time. He has better things to do! "I cannot teach him, the boy has no patience." 
3. Does what you think matter? Luke insists to Yoda that is he ready. Yoda has been training Jedi's for 800 years, "My own council will I keep on who is to be trained!" 
4. How committed and serious are you? A lot of people know what they should do, but as Lori Richardson wrote, it's the serious mind who has the commitment to do it.
5. Are you so wrapped up in the future, you become reckless in the present? Luke gets emotional easily and thinks so much about the future and what it holds for him, he misses what is happening in the present. Is your head so far in the clouds that you have no control over your emotions and what is happening right now?

Who is counting you to be your best? Are you not afraid? Do you think you are ready for your Yoda encounter?