Gitomer: What’s your sales music?
Friday, August 09, 2013 7:00 AM
Everyone has their own time machine.
The only question is: how are you using it?
The time machine I’m referring to is music. The music you grew up with and the music you listen to every day. I refer to it as the “music transportation department” because the right song can transport you back to an exact place and time in an instant – and create a great feeling.
Hopefully a positive place.
Hopefully a peaceful place.
Hopefully an inspirational place.
And surprisingly, a sales place.
In 1983, I went to an “oldies” concert in Philadelphia. A bunch of doo-wop groups reassembled to sing 25-year-old songs. The music I grew up with. The opening group was The Dubs, who started the show singing “Could This Be Magic.”
As I listened and sang along, I started to cry. It was the beginning of my true understanding of music. I’ve been a devout listener of doo-wop since 1955 and considered myself somewhat of an expert. But the memories it brought back were amazing. Overwhelming.
The Dubs provided my first recognized musical time machine, and I have been in the time machine warp ever since.
Fast-forward to 2008. I started my subscription to a club here in Charlotte, N.C., called Music with Friends. They put on four concerts a year in a small venue (750 people) with great acoustics (actually an old converted church). I’ve got perfect seats (although there is not a bad seat in the house). And every event is TOTAL time machine music. Gladys Knight, Tony Bennett, Smokey Robinson, Hall & Oates and Diana Ross, to name a few.
Yes, I go to large arena music time machine events too. Carole King, Springsteen, and the incomparable Leonard Cohen.
And as a true music lover, I also see who and what is new. Justin Timberlake, Lady Gaga, Coldplay, Rhianna.
There’s magic in live music.
And if you hear that same song 20 years later, it instantly transports you back to the exact time and place you first heard it.
If I play the right song for you, I can take you back to your first date, first kiss, summer romance, travel, school, riding in a car, first wedding dance, even your first divorce.
In the late ’60s, one of the singer-songwriters I listened to most was Leonard Cohen. In 1993, I was finishing the writing and editing of “The Sales Bible” in Hilton Head. Along with my editor, Rod Smith, and my cat, Lito, I (we) listened to Leonard Cohen every day as the book was completed. Twenty years later, I had a chance to see him live in Las Vegas. Sitting in the second row, the floodgates of memories and life opened.
Last month, my partner, Jessica, and I flew to New Orleans to watch Leonard Cohen for the second time in two years. I could sing every song. It wasn’t just a concert. It was an emotional remembrance. Very impactful. Very life enhancing.
What’s your music?
What are you dancing to?
What’s making your memories?
What makes you stop and contemplate life?
SALES MUSIC: Music can also affect your sales. Upbeat music makes the brain think and act upbeat. I prefer to call it “sales music” because it gets you in a positive mood and can provide that extra passionate push.
MUSIC ACTION PLAN:
1. Document your music memory makers and get that music onto your music player or phone.
2. Identify the music that makes you wanna dance and puts you in a great mood. Download it all and put it in a separate “sales music” file on your iPod.
2.5. Listen with the intent to be in a great frame of mind. A sales frame of mind.
I don’t know about you, but sales has always been music to my ears.
TELL ME: Got a favorite tune to set your sales mind on fire? Post it on my facebook page at www.facebook.com/jeffreygitomer.
The Depot at 4th, 100 4th Street, Des Moines, Iowa 50309 | (515) 288-3336 | © 2012 Business Record. All Rights Reserved. | Legal disclaimer