Sales theatre -
That’s what sales is.
It's drama,
it's comedy,
it's a play,
it's a bit of make-believe,
it's acting.
In the sales meeting, you are the director,
The client is the actor,
And your job is to run the meeting,
to set the scene
to help the actor when they are not sure of their lines,
or where it should be going.
That's why I love sales so much.
Every single meeting is different.
We always want the same outcome;
that you sell something.
But the way you get there is always different.
Once you realize that you're the director,
and that your job is to make the meeting feel as good as it can be for them.
Sales becomes magical.
It's not your job to just talk.
It's not your job to just sell.
It's your job to help the other people in the meeting understand where the meeting is going,
make them enjoy it, and feel comfortable in the moment.
Together, you are creating a piece of work.
And yes, it is like writing a play. It is.
This is a piece of work that you should be proud of.
And that's why, if you do a meeting on Zoom,
you should record it and watch it back.
How did you do?
Did you do a great job?
Did you help them have a good meeting?
Because the sign you're great at sales is if the prospect is asked after the meeting,
"Did you enjoy that?"
And they said, "Yes, that was good, I enjoyed it. “
You're a great salesperson.
Whether they brought the product or not.
Get out there and make some theater!
Content of the week:
For the love of sales.
I wrote a little sales book.
50 pages. Quick quotes.
From Ned’s head to you.
It will power your sales every day.
Link to full book here.
Or reply to this and I’ll send it to you.
Hope you like it!