You’ve likely stumbled upon the “100 men 1 gorilla” thought experiment making its rounds. For those unfamiliar, it poses the question: could 100 unarmed men defeat one silverback gorilla in a fight?
The internet is ablaze with debates, analyzing strength, strategy, and sheer willpower.
But what does this hypothetical jungle rumble have to do with selling merchant services?
More than you might think! This trend, at its core, highlights crucial elements that are directly applicable to your sales approach. Let’s break down how you can leverage the spirit of this discussion to become a more effective closer.
The Unexpected Sales Lessons from the Gorilla Gauntlet:
* Understanding the Power Dynamic: The gorilla represents a formidable challenge – perhaps a well-entrenched competitor or a client hesitant to switch. The 100 men represent your collective efforts, your product’s advantages, and your persuasive skills. Recognizing the power dynamic in each sales situation is the first step to strategizing effectively.
* The Importance of Strategy and Coordination: One man charging a gorilla alone has little chance. Similarly, a disorganized sales pitch lacking a clear strategy is unlikely to succeed. The “100 men” only stand a chance with coordinated efforts, flanking maneuvers, and leveraging their numbers. In sales, this translates to a well-researched approach, understanding the client’s needs, and presenting a solution that addresses those needs comprehensively.
* Leveraging Your Strengths in Numbers (Features & Benefits): Each of the 100 men brings their individual presence. In your sales arsenal, you have a suite of features and benefits. Don’t just list them; strategically highlight how these features collectively address the client’s pain points and offer a superior solution compared to the “gorilla” (the status quo or competitor).
* Identifying Weak Points (Client Pain Points): The thought experiment often delves into the gorilla’s vulnerabilities. Similarly, successful merchant service salespeople are adept at identifying a prospect’s pain points – high processing fees, outdated technology, poor customer support. Understanding these weaknesses allows you to position your offering as the precise countermeasure.
* The Power of Perseverance and Multiple Attempts: It’s unlikely the men would succeed on their first attempt. They would need to adapt, learn from their mistakes, and try different approaches. Sales is rarely a one-and-done scenario. Be prepared for objections, follow-ups, and the need to reiterate your value proposition. Resilience is key.
* The Element of Surprise and Innovation: Some arguments for the men’s victory involve unconventional tactics. In sales, this translates to thinking outside the box. Could you offer a unique integration? A customized pricing plan? A level of support your competitors don’t? Innovation can be your “surprise attack.”
* The Role of Communication and Teamwork (Internal Support): While you might be the one facing the “gorilla” (the prospect), you have a team behind you – support staff, technical experts, and sales management. Leverage their expertise. Just as coordinated movements are crucial for the men, internal alignment strengthens your sales efforts.
* Understanding the Terrain (Industry Knowledge): The environment of the fight matters. Similarly, understanding the client’s industry, their specific challenges, and the competitive landscape is crucial. This “terrain knowledge” allows you to tailor your pitch and demonstrate genuine understanding.
* The Psychology of the Encounter (Building Rapport): While it’s a fight, the interaction involves a psychological element. For salespeople, building rapport and trust with the client is paramount. They need to believe in you and your solution. Be approachable, listen actively, and build a genuine connection.
* Focusing on the Outcome (The Win-Win): Ultimately, the goal of the 100 men is to overcome the gorilla. Your goal is to secure the merchant services account. Keep the desired outcome in mind throughout the sales process and tailor your efforts towards achieving a mutually beneficial agreement.
Putting it into Practice:
Next time you’re preparing for a sales call, think about the “100 men 1 gorilla” scenario. Ask yourself:
* What “gorilla” am I facing (competition, client skepticism, etc.)?
* What are my “100 men” (features, benefits, product offerings)?
* What’s my strategy for a coordinated “attack” (sales presentation)?
* Where are the potential “vulnerabilities” (client pain points)?
* How can I demonstrate the collective power of my offering?
By reframing your sales challenges through this lens, you can develop more strategic, persuasive, and ultimately successful approaches. The internet might be debating the gorilla’s fate, but you can be actively shaping your own victories. Now go out there and show them the power of the “100”!
Happy Selling,
David
Payment Lynx Daily 