ARTICLE NO. 14    December 15, 2005

What If The Sales Process Was Fun For Everyone?

by Howard Mann
Almost every business I have come across sells in a similiar way. Call, meeting, live presentation, written proposal, negotiate and pray. It’s a tedious and painful process. I am certainly guilty of trying to follow the same path. Boy does it suck. If it sucks for one to do, how much must it suck for the person on the receiving end? If it sucks for one to do, how much must it suck for the person on the receiving end? If your sales process is a strategy where persistence wears down the prospect into submission you can’t complain when your clients act like a captured populace. What if every interaction with a prospect was a good experience for both of you? What if you had fun creating and delivering them? What would that look, feel and sound like? If you have lost your story, your nemesis and have your brickyard in place then talking about what is great and true about your company and its people will be unique, powerful and truly memorable. Now, What would your first meeting be like? How fascinating a read would your bid response be? What would your proposal look like? What kind of live presentation would you give? I am not talking about what your PR or Marketing company tells you it should look, read or sound like. What would be fun for you to prepare and present?

ABOUT THE AUTHOR(S)

Howard Mann is the founder of Brickyard Partners, a business strategy agency based in Portland, OR. Prior to founding Brickyard Partners in 2001, Mann owned a premier international logistics company with over 140 Million in revenue, six U.S. offices and a global network of over 40 agents worldwide.

As that business came under severe pressure from the previous economic downturn and industry consolidation, Howard lead the company out from those treacherous times by returning to the basics that make every business great and completing 6 acquisitions that re-imagined the business so it was highly attractive to buyers. Finding that “secret sauce” did not come easily but has fueled his purpose to help other business leaders to never have to go through what he endured. 

Through real world experience and those hard times in the “trenches” of business he has learned that it is not following the latest fad, copying competitors or adding complexity that makes a business truly great. His pragmatic approach and knowing what it feels like to sit in the CEO/Owner chair is what makes his work so different and effective.

In addition to his strategy, marketing and communications work, Mann coaches a select group of entrepreneurs, CEO's and business owners. His highly focused workshops and keynotes help executive teams take aggressive action to unlock the true potential of their organizations and build remarkable businesses that endure. In good times and bad. Online and off.

Howard is a sought after speaker both in the U.S. and around the world. He writes frequently on his blog about the importance of the basics and reconnecting to the passion that too often gets lost as businesses mature.

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January 08, 2006
It’s a good point, but how would you go on making the experience better? Dealing with prospective ad clients is a big part of my work. How can I make it fun for them? Is the excitement and passion about my product/service enough? Or do I have to do more?
December 15, 2005
It’s a good point, but how would you go on making the experience better? Dealing with prospective ad clients is a big part of my work. How can I make it fun for them? Is the excitement and passion about my product/service enough? Or do I have to do more?
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