The Dark Side Sucks At Sales

closing encourage recommend Aug 19, 2017

Close Sales with Lessons From a Galaxy Far Far Away

​Did you like my Wisdom?  If so, please share it with anyone who believes that to close sales one must do more than cackle maniacally and assume you will get your way.  -Matt​


I am a HUGE Star Wars fan, and I have been since the 1st grade.  Now, the way you hear some people tell it on the internet, that means I'm fortunate to have a successful career,  to have moved out of my parent's basement, and to have kissed a girl.  My goal with this entire post is to prove than my fandom has not been completely without merit.  Take that internet snobs!

But I digress...

After watching the latest installment in the series, and putting it into the context of the previous movies, a pattern quickly emerged...the dark side absolutely, positively cannot close sales.  They are terrible at it, and I HAD to share that lesson with you!  Enjoy a special blockbuster edition of Windshield Wisdom.

Full Transcript:

Hey everyone, how's it going?  It's Matt Middendorp, the owner and founder of Sales Math, here with Windshield Wisdom #22, "The Sith Can't Close a Deal".  Now, before you judge me for being a Star Wars fan, and I'm a HUGE Star Wars fan.  Ever since my parents took me to go see the Empire Strikes Back in 1st grade, I've been a great fan.  I've been lucky to see the new movie a couple of times now.

I promise no spoilers if you're going to go see it.

The truth of the movies is the bad guys can't close a deal.  The Star Wars universe is, let's just say that throughout time you will see this theme over and over again.  Go back to Revenge of the Sith, when Anakin is talking to his wife Padme, and he's basically saying,"I'm more powerful than the Emperor.  Let's overthrow him, and remake the galaxy in our image."  Padme looks at him and says, "I just want my husband.  What are you doing?"

Let's jump forward to the Empire Strikes Back.  This movie has a great example when Darth Vader says to Luke, "I am your father."  Everyone knows that line whether you're a Star Wars fan or not.  He then goes on to mention, "let's rule the galaxy as father and son."  To which Luke replies, "Whaaaat?"

If you will fast forward one more time.  The Emperor says to Luke, "let's get rid of your father, and you can take your place by my side."  Luke really has no interest in being his sidekick.

Now what does that mean for us non-Force using sales folk when it comes to closing sales?  The answer is very simple.  If you go back through each of those examples that I gave in the Star Wars Trilogy, now seven movies I guess...what is that a Septology?  Anyway, if you think through the Star Wars lineage, and you really look at it closely, all of those offers come from the point of view of the person trying to make the sale.  And worse yet, they are offering what THEY believe is the most important thing.

I want to make a distinction here, they aren't offering what they believe to be the most important thing for the person they're making the offer to.  They're offering what they want the most, and quite frankly in sales that is a recipe to get rejected over and over again.  When you're making a sales presentation, and I've long believed the best sales people are great openers, great relationship builders, and great value communicators more than they are great closers.    If you do this right, by the time you get to the closing it's almost a foregone conclusion.

The truth is you have the right mindset when it comes to closing sales.  You have to have the right mindset when recommending your products and services.  You need a mindset that works toward enticing people to want to buy from you.  If we look to the examples I gave, none of them did that.  None of them solved the problems of the people they were talking to.  None of them made the others lives better.  They were all about the people making the offer, and what they gained from it.  In the end, that never works.  Try it!   I challenge you, try to sell only from your point of view and see if you're successful.  It never works, it really doesn't.

When you are making offers think about the people you are working with.  Think about the problems you're solving for them, how their lives change when you solve it, and present your solution from that point-of-view.  If you do that, I think you'll find you are much more successful.

I hope you enjoyed Windshield Wisdom # 22.  If you have any questions, please don't hesitate to reach out.  I always look forward to getting your feedback and your comments, and there has been of ton of them lately.  I really appreciate it.  If you have any questions though, you can reach me at [email protected]  You can always leave a comment or ask a question on Facebook or LinkedIn as well.

I hope this had meaning to you.  I hope The Force is with you.

Go out and make sales.  Be happy.  Be successful.

I'll talk to you guys again next week.

Matt Middendorp is a nationally acclaimed speaker and sales coach with over 20 years of experience turning connections into customers and advocates.  In 2013, Matt founded Sales Math, and debuted his “Formula for Success” sales training system to bankers across the country.  From the beginning, Matt’s clients have experienced learning that is fun, meaningful, and makes a difference in the real world.  Today, Matt’s core philosophies of “Learn Together, Do Together, Grow Together” are taught through in-person coaching, online as part of the Cool Bankers Academy, and by his leadership of the Cool Bankers Club Facebook Group.  His clients are making millions based on the confidence and skills gained from learning a sales process tailored to their individual personalities and businesses.  For information about training and workshops visit, call (715) 897-0879, or email Matt personally at [email protected]

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