The Jim Carrey Sales Approach

JC-sales-approach

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

To Learn more: contact Sales@salesbuilders.com 800.713.1261

SBI: Sales Builders Inc. is a dedicated professional development firm that offers organizational assessment, training, and consulting all geared to help organizations transform, thrive, and expand.  We’re architects of change and builders of constancy. We’re pioneers of innovation and masters in sales transformation.

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The CHANGE SAW of SALES

change-sawDo you have prospects that resemble this picture? I’d be surprised if you don’t have prospects in your pipeline that are so old that mold is beginning to grow on them. You know the ones, the person that tells you all their needs, and desires to do something about it; the people that are always positive and encouraging but just never seem to do anything.

How can we avoid facing this all too common picture day in and day out in our sales pursuits?

  1. SELL UNDISPUTED LOGIC:  Of course to me and you this picture is so logical it is undisputable that a chain saw vs. an axe would make this woodsman’s life infinitely easier.  Keep in mind, what is obvious to me or you might not be so obvious to someone else.  This woodsmen is in his comfort zone with an ax that works, so why change? As sales people, you likely have been classically trained to explain the benefits of the chain saw. Surely once the woodsman hears all the benefits he will buy it! It doesn’t always happen that way does it? You can’t sell undisputed logic until you relate to the prospect at their level. Sales Builders has helped organizations in 10 countries improve their sales results with a 16 year track record of success. About four times a year, someone will say to us, “I’d like SBI to work with and help our sales people be more effective, but….I want to wait until our sales improve.” Huh? Which comes first, the chicken or the egg?  Does that make any sense to you? Is there any logic in that thought process? Once the team learns how to relate to their prospects, their sales revenues will improve.
  2. RELATE to YOUR PROSPECT: I’m not exactly sure who originated this quote or when it first came out, but it’s one of the most misunderstood concepts by sales people and organizations: “People buy because they feel understood, NOT because they understand”.  What are you classically trained to do in sales?  To tell the woodsman all the features and benefits of your chainsaw.  Of course, you might ask him a couple of leading questions before you launch into your pitch, but that hardly qualifies as relating to the prospect at their level. If the sales person knows how to  relate to the prospect and make them feel understood, the prospect will then be open to listen to the sales person.  The sales person has shown their value, related to the prospect and are on their way to becoming a Trusted Advisor.
  3. BE a TRUSTED ADVISOR:  You can’t execute #1 or #2 if you can’t transition your team to be a trusted advisors. Consistently successful sales people need to show up in accounts with “Prospect Knowledge”. This is being able to understand the persons role you are trying to sell to, as well as you knowing your own roll. You have to be able to talk their talk, articulate your understanding and relate to their issues, know why they have those issues, how they are measured, what keeps them up at night, etc. Now you can to relate to the prospect and sell undisputed logic.
  4. CALL US to continue the conversation….To Learn more: Sales@salesBuilders.com  800.713.1261

    SBI: Sales Builders Inc. is a dedicated professional development firm that offers organizational assessment, training, and consulting all geared to help organizations transform, thrive, and expand.  We’re architects of change and builders of constancy. We’re pioneers of innovation and masters in sales transformation.