Hopefully you are familiar with the popular actor Jim Carrey. He has had leading roles in major productions such as, Ace Ventura: Pet Detective, Dumb and Dumber, The Mask, and Ace Ventura: When Nature Calls Liar Liar, The Truman Show, Man on the Moon, and many more.
One of my favorites is the movie Dumb and Dumber. It was in this movie I recognized what I call the “Jim Carrey Sales Approach”, that many sellers unknowingly apply. If you are having a high percentage of your sales pursuit end of with no “fruit for your labor” you might just be applying this sort of approach.
In the movie Dumb and Dumber, if you haven’t seen it, Carrey’s character, Lloyd is the biggest moron that could have possibility walked the earth. He was a social misfit from every aspect. His fantasy love obsession is played by Lauren Holly, whose character’s name is Mary. Mary is a stunning beauty that exudes grace, elegance, and has a charming personality. Mary and Lloyd are standing in the living room, and Lloyd awkwardly asks Mary what the chances would be that they could XXX… Mary without hesitation replies, “The chances of that happening are 1 in a 1,000,0000!” Without hesitation Lloyd (Carrey) excitingly shouts out,
“So you say there’s a chance!”
We get involved in thousands of Transformational QPQ Deal reviews every year. I am sad to say; too many times the JIM CARREY SALES APPROACH is applied. That being defined as, there is a chance. It’s a remote chance, a 1 in a 1,000,000 chance of actually seeing any revenue from the pursuit. Just like Lloyd, who never realized his fantasy with Mary, even though he went to the ends of the earth to pursue her, just like sales people often do for their prospects, applying the Jim Carrey sales approach rarely, if ever, results in a sale.
Excerpt from the book: TRANSFORMATION: Reinventing Selling for Breakthrough Results
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