I have a friend who’s a sales manager. At one time, he was a newspaper reporter. He believes that the best salespeople are those who used to be reporters.
I think, or used to anyway, that he’s wrong. But the more I think about his reasoning, the more I come to feel like he might be right. At least, partially.
He says that most sales talks, and salespeople for that matter, are dry, uninteresting and dull.
Almost every human being out there wants to know the latest gossip, news, happenings and highlights.
He says that early in his sales career, he started to pepper his presentations with the news of the day and began to look at everything from the newsman’s angle. In other words, he made his presentations newsworthy.
He says he began to have success at just this point in his career.
Later in his sales life, when he had to hire a salesman, he looked for people with a nose for news. People who could carry the conversation, make it interesting and work the angles news-wise and sales-wise.
He even went so far as to say the old-time travelling medicine shows were the precursor of this type of selling.
They started their presentations with some headlines, then a little song and dance to appeal to the eye, they touted all the virtues of the product, told stories about how the product had worked for other people just like you and then they asked for the money.
Can adding the news of the day into your presentations really add up to more sales ?
I believe so.
What about you ? Could you work industry news or the recent headlines into your daily presentations ?
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