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4 Sales Don'ts from Mad Men


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This presentation utilizes the famous TV series Mad Men as inspiration and highlights 4 sales related no-no's as derived from the hit series.

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4 Sales Don'ts from Mad Men

  1. 1. AAyuja © 2013 Disclaimer: This presentation and the information provided here is indicative in nature and should not be treated as views of the organization. 4 Sales Don’ts from Mad Men Visit us at Meet Goals, Beat Competition, Exceed Expectations *Via Acting for Sales
  2. 2. AAyuja Internal and Confidential © 2012 Don’t humiliate the competition. By saying negative things about your competitors, rejoicing in their losses or drawing undue attention to their mistakes. Keep the focus on yourself. Maintain your integrity by acknowledging both your competitor’s strengths and keeping their weaknesses in perspective. You’ll earn more in trust and respect than you ever will by throwing your competitor. 1 When Sterling Cooper ran a help-wanted ad in the Times in order to call negative attention to Y&R’s poor treatment of minorities, they were called on their bluff and forced to hire a new (minority) secretary to save face. A risky and costly mistake for a firm that is barely making payroll.
  3. 3. AAyuja Internal and Confidential © 2012 Check your ego at the door. Using clients as pawns in a power struggle to stroke needy egos is behavior most businesses and salespeople can’t afford to indulge in. It’s more important than ever to show a united front to clients. Are things always fair? No. Take the long view. Next time you’ll get the bigger piece of cake, or office or I-pad. 2 Sure a little internal competition can be good for business but when Pete Campbell and Roger Sterling play a cat and mouse game to determine who is more important, who needs the bigger office and who should meet with clients, they waste valuable time and resources pounding on their own chests.
  4. 4. AAyuja Internal and Confidential © 2012 You can show a client a dancing bean, but don’t expect them to bite. Pushing a client to take a leap that is significantly outside of their comfort zone is best done in small steps. It requires knowing their history (what have they been doing?) performing discovery (what are the boundaries of their comfort zone?) and building a solid case to advance while addressing risks along the way. 3 Hard-working creative Peggy Olson shows off a cutting-edge campaign for Heinz in which the beans seem to “dance” in space. She is quickly cut off by the client who reminds her that kidney beans are slimy, organ-shaped vegetables that no one wants to see. When Don Draper sides with the client, Peggy is miffed. Has Don lost his edge? Maybe. But we think more likely he is learning to pick his battles!
  5. 5. AAyuja Internal and Confidential © 2012 And finally, don’t drink at office parties. At least in the sixties what happened in the office stayed at the office. Now there are a hundred new reasons not to make a fool out of yourself at business parties (camera phones, Facebook, twitter, etc.) and yet the news is full of stories about people getting canned or at the very least, embarrassed after being memorialized at the office party engaged in distinctly un-business-like behavior. 4 Or at least, know your limit and stick to it. Lest you end up telling off your boss (Peggy Olson) or doing a sexy song and dance for the boss in a French accent (the new Mrs. Draper).