“Work is Theatre & Every Business a Stage.” The Experience Economy*

It’s a new Sales Economy out there. Even that winning “Sales Trifecta” of the right product, the right price and the right timing is no longer enough to ensure you get the business – much less keep it! So how do you rise above the competition when those old school sales tools and techniques are no longer working?

Imagine you are a Casting Director, seeing one actor after another read from the same script. After awhile they all begin to blur together. You struggle to stay awake. And then suddenly someone comes through the door and breathes new life into the script. His choices are unique, his presence riveting, his message compelling. The previous twenty actors fly right out of your head: this is the one that gets the part.

“But I’m in sales,” you say, “I’m not an actor!” Au contraire, my sales friend. Each time you force enthusiasm when you don’t feel it, feign indifference when you care or parrot words you didn’t write, you are acting. If an actor can bring an audience to tears or laughter, drive them to purchase a product in as little as thirty seconds or hold their attention for up to two hours, Imagine the potential to be achieved by using a set of sales tools drawn from an industry that attracts billions of people each year to theaters, movie screens and televisions!

Take an acting class. Read a book on acting techniques. Use a little SHOWMANSHIP to set yourself apart in these tough times!

To read more about the need to engage customers in this new Sales Economy, check out The Experience Economy by Pine & Gillmore: http://tiny.cc/rT4XB