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Playing the Dummy Is Really Smart in Sales
In the last blogs we talked about the very effective Dummy curve technique, where playing the model pays off big in terms of sales. By playing the role model and disarming your prospect’s worries, you can get them to reveal their pain and build trust with you. In this blog, we will end this series on the Dummy curve with some math.
A very effective technique is to strategically simulate when it’s time for you and the prospect to “do the math.” Amateur sellers frequently make a mistake in the second phase of the dummy curve, mainly because they want to show off. Believing he’s on his game, the salesperson decides to quickly calculate a discount or some other metric to impress the prospect. However, they leave the little teacher part of their Child the personality comes out to make them feel good, but instead they make the prospect feel bad.
If there are any math to be done in your sales discussion, I encourage you to let the prospect do the math. Struggle a little, but not too much. You don’t want to sound stupid or weird, but be sure to ask the prospect for help. Again, use Lt. Columbo as a role model. Remember how he asked for pen and paper? Columbo has always struggled on purpose to disarm his suspects and gain their trust. This “dummy” detective has always had his killer.
So be Columbo and struggle on purpose, leaving the prospect feeling good that they can help you, especially with math. Never forget that people feel empowered when helping others. People let their guard down and they feel even better. Prospects will feel more comfortable and continue the conversation with you when you use the third phase of the dummy curve to progress through the Sandler sales sub.
THE FUEL THAT POWERS THE SUBMARINE
Playing dummy with the math part of your discussion is the icing on the cake for the Dummy Curve technique. Also, keep asking questions and you will uncover more and more information, which will eventually cause the prospect pain. Simulation can even be thought of as the fuel that powers the Sandler submarine. By burning this fuel efficiently, you can better identify exactly what the pain is, or you may discover that your prospect has no pain and you may disqualify them. It is also a victory. I encourage you to try the simulation techniques I’ve shared with you before confidently disqualifying any prospect. Prospects who don’t seem qualified are a great training ground for your mastery of Dummy curve. Who knows? Some of them might even become customers. Wouldn’t that be awful?
In our next blog we will start a series on another wonderfully effective technique called Negative Reverse Sell.
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