Last updateTue, 22 May 2018 10pm

Modern Day Selling - Sales Truth #6: Create a Show Time experience


Last month we discussed the importance of maintaining your passion and energy levels. Today, I am going to share with you some insight that will revolutionize your selling style. It is the concept of creating a show time experience for your customer’s while you are selling them.

Take a moment and think about this radical idea. We all know that the customer has evolved over the years and that they desire something unique and different. They are tired of the same old greeting and sales trickery used to try and get their hard earned money. For those of you who have read my book you know that the modern day customer responds better to things like passion and energy, serving while selling, showing kindness and building them up with compliments. Success is found with the modern day customer when you give them something that benefits them and creates a positive environment.

When I decided to enter commission sales, I realized that the secret to finding success was to create a selling style that is unique and different. So I decided that I would create a show that would capture their hearts and set me apart from every other sales associate they would encounter. My show would be scripted to put their needs first and give them an amazing experience that would keep them coming back for more. I was not going to just bombard them with super selling skills, product knowledge or sales tactics. I was going to give them a show time experience while I was selling them.

So, how did I come up with such a radical idea? Like everything, I look at life examples and translate it to the sales floor. I took my own life experiences of watching movies over the years and dissected and studied them to design my show. Have you ever watched a movie and could not wait to go see it again? Was there ever a scene or moment in a movie that stuck in your mind forever? This is what I desired to create within my customers and it has been the foundation of my selling success. Today, I will share with you some secrets to help you create your own show.

Whenever you watch a movie you usually know if it is going be any good within the first few minutes. I realized that the moment you meet your customer is critical to capturing their attention. Have you ever watched a movie that started out with a bang? From the start you realized that you were about to watch something spectacular. The anticipation of guessing what was going to happen next had you swept up in the moment. You can create such a moment with your customer from the moment they enter your store. I use my passion and energy to create this moment for my customers. I am excited to see them and have a sense of urgency to get to work for them. If done with good body language, a genuine smile and perfect eye contact your customer will be tuned into what you are showing.

The next area I examined was finding out what mood your customer was in and delivering a show that was catered just for them. Many customers often like the comedy routine because the modern day customer often likes to be entertained. Knowing how to make them laugh and smile creates an environment that is fun and memorable. Through trial and error I came to realize that there were more show experiences to offer other than comedy. Some may be going through a difficult stretch in life and a soothing experience of understanding and listening is what they desire. So I give them what they desire to meet their specific needs. The paths and avenues are endless in creating an amazing show designed specifically for your customer.

I encourage you to examine the value of giving your customers an entertaining shopping experience. Make sure that what you offer your customer is unique and different from anything they have experienced before. This is what will set you apart from the standard style of selling and lead you to greatness.

For more insight on creating a show time experience I recommend reading my book, “Modern Day Selling.”  Next month we close out this series with sales truth number 7, Learning from Greatness. A major key to finding lasting success is found when you take what is good and make it great.

Brian Barfield offers fresh insight in the world of sales training designed to help sales associates unlock their hidden potential and reconnect with their customers. Brian has over 17 years experience in the jewelry industry and spent the last 6 years as a million dollar sales associate. Brian recently published his first book titled “Modern-Day Selling.” For more information please visit his website, www.moderndayselling.com or contact him at This email address is being protected from spambots. You need JavaScript enabled to view it..