Last Thursday I saw Jack White perform at the Air Canada Centre in Toronto. Although the vocals were often difficult to hear (it was the ACC after all), White’s performance was outstanding. As I watched him perform, I couldn’t help but think of some of the sales lessons he provided during his show.
He gave it 100%
Since early June White has done 30 shows across North America and Europe but you would never know it by the energy he put into his performance. He danced, strutted, jumped and played the guitar like it was the beginning of the tour.
Sales lesson: Are you putting 100% into every sales call, meeting and presentation?
He talked very little
Many performers spent time between songs talking about the next song, how they came up with the idea, etc., to introduce it. White did very of this. After all, we weren’t there to hear him talk; we wanted to watch and hear him play.
Sales lesson: It’s common for sales people to talk too much. Limit your talking and invest more time asking questions.
He had a simple stage show
Unlike many concert acts, White did not have an elaborate stage set up or show. There were no pyrotechnics. No big screens, lasers or complex light show.
At first I was surprised but as the show progressed I realized my attention was focused on the music instead of watching other stuff that often happens during a concert.
Sales lesson: Less is more. Sales presentations don’t have to be elaborate or complex to be effective.
He got us to pay attention
I generally take dozens of pictures during a concert but last Thursday I only took a handful. There were two key reasons…
First, before White came on stage an MC came out and suggested that everyone put away their phones so we could fully appreciate the show. He went on to say that photos from the show would be posted on Whites website the following day where they could be downloaded at no charge.
As a result, I didn’t feel compelled to take a lot of photos which allowed me to focus on the show.
Sales lesson: What can you do to gain your prospect’s full attention?
He was focused
During one of the encore songs, a young guy gained access to the stage and began dancing. White didn’t even blink an eye or miss a beat when this happened or while security escorted the guy off the stage. Instead, he remained completely focused on playing and singing.
Sales lesson: How can you improve your focus during a sales call, meeting or appointment to achieve better results?