Alice Cooper Sells…  by Peter Ekstrom

Based on the title of this article you’re probably guessing that I’ve lost my marbles and wondering what the connection is between Alice Cooper and the sales profession. But there is indeed a connection, and a possible selling lesson, so please bear with me.
First of all, for those of you younger than 40, you’re probably asking, “who the heck is Alice Cooper”? If you’re curious, pay a visit to www.alicecooper.com.  Yes Virginia, Alice Cooper is a man!
This past weekend I was offered a concert ticket to one of the last true Rock n’ Roll showmen of all time, the one and only Alice Cooper! Never in my imagination did I think I’d discover a valuable selling lesson by going, but it happened. For those of you just tuning in, Alice Cooper is 59 years old and looks pretty much the same today as he did 35 years ago. Hard to believe, but I’ll let the photos on his website do the explaining. Incidentally, Alice Cooper hasn’t had a hit record in over 30 years, but to see the concert arena packed with loyal fans the other night, you’d find that hard to believe. Despite how the times have changed the face of popular music, Alice Cooper is still filling up the seats in the larger concert halls around the country, and it’s no wonder why. His stage shows are outlandish, and quite entertaining. There isn’t a rock show quite like Alice Cooper, and therein lies the selling lesson. Being different sells concert tickets, and just about anything else!
Most people in the world are content to be ordinary, and most salespeople act and behave according to popular opinion. They dress alike, use big words and some pass out cigars. You know the type. Its no wonder prospects avoid taking their calls.
Want to fill your calendar with more prospect appointments? Start drawing attention to yourself. Dare to be different. No need to go all out like Alice Cooper, but a little change can go a long way.
While all the other salespeople are banging on doors using the same sounding elevator pitch to get attention, why not start your sales calls by asking prospects more questions. Qualifying questions like, “Are you focused on solving problems having to do with…”? Or, “If my company excels at solving problems with X, would I get any of your attention”? Simple questions like these get your prospect involved in conversation, not sitting back waiting for your sales pitch to be over. Ask more questions instead of pitching and I guarantee that your prospects will find your approach most refreshing, perhaps even a bit entertaining. Being different sells!

About the Author
Peter Ekstrom is the consummate prospector of new business with over 25 years experience selling to the top-line executives that work for America's largest, and well known corporations. In 2002, Peter decided that he would turn what contributed to his successful sales career into his own business, and began working for companies as an independent 'sales prospector'. In his prospecting services business Peter regularly makes telephone calls of introduction to targeted prospect on behalf of his clients in an effort to get their salespeople the appointments they need to fill their sales pipelines and drive new sales revenues.  To learn more visit www.goldcallclub.com.