Playing Dead: A Terrible Way to Sell – Scott’s Sales Yoga Thought for the Day

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So, what will they do this weekend? The zombie run? The stunt double play?

In case you missed it, college football added something new last weekend to the playbook. During a fake punt attempt against the Miami Hurricanes this past Saturday, Arkansas State’s Booker Mays attempted to distract his opponents by falling over, stiff as a board, at the start of the play. While laughable, that’s the extent of the benefit from this ridiculous attempt at innovative play as the punt turned pass was intercepted by the Hurricanes.

All too often, how some people sell isn’t much better than the histrionics employed by Mays. Dramatic diatribes about the competition, long-winded feature-benefit laden presentations, and other selling stunts are no better than just falling over and playing dead in front of the customer. In fact, I’m sure many buyers would rather the salesperson keel over than have to go through all of the convincing, influencing, and convincing that often comes with selling.

The sales experience, done right, is a collaboration wherein buyers convince themselves to buy. Buyers always believe themselves, but only sometimes, if ever, believe a salesperson. We need to let the better closer close, and that’s not us.

Booker Mays was selling, but the Miami Hurricanes weren’t buying it. Are customers buying into you? Play games like Mays and the answer will be a definitive “no.”

Scott WintripPlaying Dead: A Terrible Way to Sell – Scott’s Sales Yoga Thought for the Day

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