Mastering Method Selling

By James Rankin

Selling as art is the underlying theme of a new book from one of America's most prolific sales professionals, James M. Rankin. Grounded in the artistic principles of Method Acting, Rankin's, The Magic of Method Selling teases out the evolutionary concepts applicable to selling and presents them in a lively, informative, and usable fashion. The author's enthusiasm and desire to motivate sales professionals energizes every page with a fast-paced presentation that keeps reader eagerly turning the pages. Rankin's unique approach is drawn from the life-long work of Russian acting teacher and director, Constantin Stanislavski whose famous Method Acting techniques endure through the nearly 80 years since his death. The author's model for sales success reflects Stanislavski's deep belief in the importance of liberating the innate creative processes of human being, allowing them to fully develop the realism necessary for successful performance. The Magic of Method Selling posits each sales presentation as a performance that must be fresh and new every time the salesperson is "on stage". The notion that a system I used on "acting" techniques is a reliable basis for successful sales performance is a novel proposition. Reader of The Magic of Method Selling may be pleasantly surprised as they follow Rankin through an easy-to-follow demonstration of the correlations between Method Acting and Method Selling from the initial preparations through the final presentation. Profoundly embracing the power of mental attitude, Rankin wraps attitudes around realistic action for salespeople to incorporate into their sales development repertoire. He overtly takes a "whole person" approach to developing a successful sales persona, emphasizing the interrelatedness between mental and physical activities that leads to a closed sale.

• Language: English
• Publisher: eBookIt.com
• Release date: Jul 24, 2020
• ISBN: 9781456635299

Book preview

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Acknowledgements:

This project spans across my entire journey in sales. I want to thank all those individuals who, early in my career, assisted me in shaping my attitudes about sales along with all the hundreds of brokers and sales professionals that I have had the opportunity to work with during my career. Each one has added to my knowledge of sales training and have strengthen my conviction of the necessity of assisting others in their development as Method Sellers. Also, I would like to thank Bo Bennett, Ph.D. of Ebookit for his contribution in getting this book formatted for e-book and paperback publication. I want to send out a sense of gratitude for the very talented and gifted Sara Tavenner for her contribution to the beautiful cover for this project. She has created a number of covers for my future projects. I would like to thank you for your interest in bettering yourself in the wonderful business of selling. I love the sign that states that the road to success is always under construction. The only time that you do not need to study, learn and grow is when you no longer need oxygen. I want to invite you to read my other books that deal with leadership and Optimism. These other works will strengthen your foundation and will advance in your career.

Publisher’s Word:

We are pleased to bring to the reading public James M. Rankin’s newest project, Mastering Method Selling for the Sales Professional. This fascinating sales training program was originally released in 1994 when James Rankin, a young idealist, discovered a unique way to train his sales team using the teaching of an old Russian master of the theater, Constantin Stanislavski. After building several multi-million-dollar sales organizations, James has finally decided to launch this dynamic system to his competitors and other industries in the world. This action-packed book will fill you with sound selling ideas for bringing out the best in your people and yourself. If you enjoy this read, don’t forget to check out the right brain version of this book with our, Living the Magic which embraces the wisdom from the Method Selling into a story format that will stimulate your imagination. In addition, our right brain management book entitled, Mastering Method Management, picks up where the other book leaves off. An order form is in the back of this book for your convenience. If you are interested in having Mr. Rankin speak at your convention, company or special event, just drop us a line for more information. Thank you for your business and the opportunity to work with you. Wishing you the very best!

Author’s Message:

First, it is a privilege to have the honor to write a book that I believe will have a tremendous positive impact on your sales career. I had this fleeting idea as a young man that acting and selling are similar in so many ways, and to access the brilliance of Constantine Stanislavski to effectively communicate this insight has been fulfilling. As we age it is natural to become sentimental. I often think back on the road that I have walked during my years on this earth. When I am with friends there is a game that I play called the top ten moments of one’s life. If you really extract the moments that brought extreme pleasure and satisfaction in your life; then unfortunately your life will be reduced to mere hours. One of those moments happened in my life concerning the book that you are reading right this moment. It was a goal of mine as a young boy to write a book. When the boxes arrived for my first book signing, I felt a sincere and special thrill. To top off the event, my name was in lights on the marquee at a bookshop that was once a movie theater that I went to as a child. It was a good turnout, but more importantly, it was a moment locked into my personal history that will never be forgotten. With that in mind, I want to return to this special project and update it with life experience, expanded content, and idea generation that will bring this book to work in your sales career. I believe that just one idea will revolutionize your life and your career; so, let’s get started on your journey for economic, sales success, and personal fulfillment.

Table of Contents

Acknowledgements:

Publisher’s Word:

Author’s Message:

Praise for Mastering Method Selling

Chapter One: Selling Under the Microscope

Chapter Two: The Magic of Method Selling

Chapter Three: The Genesis of an Idea

Chapter Four: The Man Behind the Method, Stanislavski

Chapter Five: The Method

Chapter Six: Method of Physical Action

Chapter Seven: Elements of the Method of Physical Action

Chapter Eight: Role Playing for Improved Performance

Chapter Nine: Remembering the Four Keys of Successful Actors

Chapter Ten: Energizing Your Life, Your Role and Your Performance

Chapter Eleven: The Economic System Sales Professionals Operate Under

Chapter Twelve: Your Presentation, Your Script

Chapter Thirteen: The Art of the Preparatory Stage

Chapter Fourteen: Adding Meaning to Your Presentation

Chapter Fifteen: Perfecting the Persuasion Process

Chapter Sixteen: The Continued Lifeblood for your Career: Referrals

Chapter Seventeen: Is there a Difference between Sales and Marketing?

Social Stock, an ever-appreciating investment

Chapter Nineteen: Creativity Your Hidden Secret

Chapter Twenty: Degrees of Consciousness

Chapter Twenty-One: The Inner Monologue

Chapter Twenty-Two: Handling the Pains of Rejection/Stage Fright and Call Reluctance

Chapter Twenty-Three: Using Props in Your Presentation

Chapter Twenty-Four: Building Your Team for the Future

Chapter Twenty-Five: The Icing on the Cake

Chapter Twenty-Six: The Essential Trait for Method Sellers

Chapter Twenty-Seven: The Source and Material for Transformation; from a Peddler to a Super Star Salesperson

Chapter Twenty-Eight: Conclusion:

Praise for Mastering Method Selling

To paraphrase the Bard, William Shakespeare, All the world’s a stage…and one person in time plays many parts. James, a poet and playwright in his own regard, takes this theme and applies it to the art of selling. Much like a play with stage direction, James will direct you to a higher level of performance in your interaction with prospects and clients. Remember, great performance are not natural, they’re supernatural! By tapping the inner motivation with the proper techniques that James teaches, you’ll enhance your professional and personal skills greatly. - Paul Garofoli, Vice President of Sales for National Western Life

Selling as art is the underlying theme of a new book from one of America’s most prolific sales professionals, James M. Rankin. Grounded in the artistic principles of Method Acting, Rankin’s, The Magic of Method Selling teases out the evolutionary concepts applicable to selling and presents them in a lively, informative, and usable fashion. The author’s enthusiasm and desire to motivate sales professionals energizes every page with a fast-paced presentation that keeps reader eagerly turning the pages. Rankin’s unique approach is drawn from the life-long work of Russian acting teacher and director, Constantin Stanislavski whose famous Method Acting techniques endure through the nearly 80 years since his death. The author’s model for sales success reflects Stanislavski’s deep belief in the importance of liberating the innate creative processes of human being, allowing them to fully develop the realism necessary for successful performance. The Magic of Method Selling posits each sales presentation as a performance that must be fresh and new every time the salesperson is on stage. The notion that a system used on acting techniques is a reliable basis for successful sales performance is a novel proposition. Reader of The Magic of Method Selling may be pleasantly surprised as they follow Rankin through an easy-to-follow demonstration of the correlations between Method Acting and Method Selling from the initial preparations through the final presentation. Profoundly embracing the power of mental attitude, Rankin wraps attitudes around realistic action for salespeople to incorporate into their sales development repertoire. He overtly takes a whole person approach to developing a successful sales persona, emphasizing the interrelatedness between mental and physical activities that leads to a closed sale.

Few people embarking on a career as a sales professional are likely to compare themselves to actors on a stage, nor to liken the sales process to developing and playing a role designed to move an audience to actions. Yet, that is precisely the approach author James Rankin takes in his motivations book. Grounded in the artistic principles of Method Action, he teases out the evolutionary concepts applicable to selling and presents them in a lively, informative, and usable fashion. The author’s enthusiasm and desire to motivate sales professionals energizes every page with a fast-paced presentation that keeps readers eagerly turning the pages.

Rankin’s unique approach is drawn from the life-long work of Russian action teacher and director, Constantine Stanislavski, whose famous Method Action techniques endure through the nearly 70 years since his death. The author’s model for sales success reflects Stanislavski deep belief in the importance of liberating the innate creative processes of human beings, allowing them to fully develop the realism necessary for successful performances. Rankin posits each sales presentation as a performance that must be fresh and new every time the salesperson in on stage. The notion that a system based on acting techniques is a reliable basis for successful sales performance is a novel proposition. Readers may be pleasantly surprised as they follow Rankin through an easy-to-follow demonstration of the correlations between Method Action and Method Selling from the initial preparation through the final presentations.

Profoundly embracing the power of mental attitude, Rankin wraps attitudes around realistic actions for salespeople to incorporate into their sales development repertoire. He overly takes a whole person approach to developing a successful sales persona, emphasizing the interrelatedness between mental and physical activities that lead to closed sales. The book promotes a holistic attitude toward reaching life goals that recognizes it is interaction of the mind, body, and yes, even the soul that determines success. While taking a highly philosophical stance, Rankin doesn’t ignore the practical matters of record-keeping and just plain hard work in preparing for and executing a successful sale career. This is a self designed, no –rules approach to selling that stimulates sales professionals to explore their own unique creative capabilities as they adapt the blue-print to reach their personal objectives while meeting the needs of their clients.

Readers accustomed to the strictures of the popular press, where qualities such as spirituality and patriotism are currently out of vogue, may be surprised by Rankin’s overt advocacy of these ideas. The author commendable does not hedge his own conviction to placate or appeal to the portion of the reading audience that might be offended by the inclusion in a business-oriented book. Others will find the book to be both an inspirational and a reality-based journey into successful living, which appears to be exactly the outcome the author intended.

Rich in analogies and colorful visualizations, The Magic of Method Selling is more than just a good read. It is as practical as it is theoretical, offering a solid, hands-on resource for opening the salesperson’s mind to new ideas. Rankin helps readers mentally crystallize their ultimate objectives and provides an unfinished blueprint for sales-success, a blueprint, readers complete for themselves. This is a self- designed, no- rules approach to selling that stimulates sales professionals to explore their own unique creative capabilities as they adapt the blueprint to reach their personal objective while meeting the needs of their clients.

Rita Keller

Chapter One: Selling Under the Microscope

You must constantly be adding to your store. For this purpose, you draw principally upon your own impressions, feelings, and experiences. You also acquire material from life around you, real and imaginary, from reminiscences, books, art, science, knowledge of all kinds, from journeys, museums and above all from communication with other human beings. - Stanislavski

The purpose of the initial writing of Method Selling was due to the fact that there was such a high turnover for sales professionals. What roles did sales management play in this statistic? Could developing a sales system improve the success of sales professionals along with building high productive sales teams?

Selling is a fascinating subject that have been sliced, diced, and molded into many different methodologies from Neil Rackham’s Spin Selling to Ron Willingham’s Integrity Selling to Tony Alessandra’s Collaborative Selling. Each of these individuals has advanced the effectiveness for sales development, yet I felt that there was an element missing in all of these works. The message from these works reminded the sales professionals that in the world of the prospect that will arises a situation that challenges their current condition, so the sales professional implores a process of questioning them. In SPIN Selling, the initial phase establishes the format of the situation that leads to addressing and clarifying the actual problem for the prospect that uncovers their implied needs through a series of implication type questions that opens the doors for the sales professional to stimulate the emotions caused by the problem so that the prospect can truly understand the nature of the problem that ushers in the opportunity for the prospect to communicate their explicit needs that sets up the sales professional