A Roadmap to Sales Success

FIRST of a SERIES - New series starts this month: “Tales from Sales Street” – real-life examples of successful selling situations.
Vol. 2 No. 1 July, 2004 – “Working for Peanuts?”	To unsubscribe, see the bottom of this email.


"The Magic Word is Showmanship." - - Bill Wisch
Feel free to pass this along if it can help others. "Sales Partners has helped Network Training focus our sales direction towards how customers benefit from using our products … provided Network Training with increased sales … a key player in our company’s growth." -- Scott Grady, President, Network Training, Inc.		For help with sales issues: see "Ask your Sales Partner". Submit your questions to info@salestraininginc.com. All Questions will be answered via e-mail. Ask your Sales Partner: Karen asks: “What’s the best way to make a point in sales?” SP: *“Never tell* when you can show.”** - - Old adage

About the “Roadmap …”

Each issue of the “Roadmap to Sales Success” will contain items of interest to the business (especially the sales) community.

FIRST of a SERIES - New series starts this month: “Tales from Sales Street” – real-life examples of successful selling situations.

Following is the schedule:

No. 1	-	“Working for Peanuts?”
No. 2	-	“The Listener”
No. 3	-	“Customer Service as a Differentiator”
No. 4	-	“Having fun while Prospecting”
No. 5	-	“Networking Works”

Previous Newsletters can be found at: http://www.salespartnersinc.com/newsletters.htm

This Month’s Sales Tips …

“I wouldn’t interfere with the actual news itself, but … even the news has to have a little showmanship.” - - Paddy Cheyefsky (1923-1981)

“The Grand Show is eternal.” - - John Muir

Upcoming Events involving Sales Partners:

07/12/2004

Wake Tech – Cary, “Fast Trac”, “Market Penetration”

Please see:
http://www.salespartnersinc.com for details

Working for Peanuts? - - Vol. 2 No. 1 - - July, 2004

“Tales from Sales Street” – real-life examples of successful selling situations.

“My strong point is not rhetoric, it isn’t showmanship, it isn’t big promises—those things that create the glamour and the excitement that people call charisma and warmth.” - - Richard M. Nixon

We, however, want our prospects to view us as “warm and charismatic.” Showmanship can help.

At a recent conference of the American Purchasing Society, the attendees agreed that generally speaking, salespeople had become much more knowledgeable and professional in recent years.

However, they bemoaned the fact that “showmanship” and its associated educational (and entertainment) value had become a “lost art.”

Purpose of showmanship:

If a salesperson wants to:

gain and keep attention
make a strong point
leave a lasting impression

then one sure way to do that is by means of “showmanship.”

Showmanship is not trickery nor gadgetry; rather it is an effective method of presentation/demonstration.

Real life example of successful use of showmanship:

Joe was looking to provide some consulting services to a new and important client. He knew that he was up against a very experienced salesperson, who although formidable, worked for a “start-up” firm.

After having gone through the “need satisfaction” process at the client’s office, Joe was about to leave when the client focused his attention on the brown paper bag that Joe had brought with him to the meeting.

“What’s in the bag, Joe?” The client asked.

Joe responded, “John, in this bag is something that no one has ever seen before, and after I show it to you, no one will ever see it again. You wouldn’t want to use the services of a firm that hardly anyone as ever seen before, and, if there are issues, may never see again.

“As you know, John, our firm has been around for many years and has a reputation for reliability. Please consider that when you make your decision.”

With that, Joe opened the bag, pulled out a goober in a shell, broke it open, ate the peanut, and left.

By the time Joe had returned to his office, John had called to congratulate him on winning the order.

TRUE STORY.

What kind of showmanship should you use?

“Everything in life is situational.” - - Joyce’s Law #10

Showmanship is based upon 3 things:

The timing – is the time right?
The client/prospect – is this the type of person who will appreciate it?
The nature of the showmanship as it relates to the offering – is it meaningful/memorable?

Whatever is considered, it must take these into account

How much showmanship?

Remember the purposes of showmanship (above.)

When do you start?

Start with something small and work your way into it. Soon you’ll need to be restrained or they’ll be calling you:

Next issue:

Be on the lookout for next issue of “Roadmap …” where the topic will be: “The Listener.”
Until then, Good Selling!!


Helpful Hints this month: Business Leader's Women Extraordinaire 2004 Business Leader Magazine is accepting nominations (until August 6^th) – to recognize women of significant achievement. See: http://www.businessleader.com/woe.html for details. And, of course, to improve your sales situation, please see: SALES PARTNERS, INC. ^SM http://www.salespartnersinc.com/		SALES PARTNERS, INC. ^SM Sales Coaching, Training and Consulting to help companies and individuals: * Grow Revenue * Improve Sales Productivity * Enhance Customer Relationships Submit your question/comments to: info@salestraininginc.com Subscribe to the “Roadmap …”