Sales Prospecting, Success Mindset

Jolt Your Prospects to Get Their Attention

As I write this, I’m flying home (via Delta) from a speaking engagement in Orlando. I fly a lot; it’s part of my business.

When the flight attendants give their safety overview, I never pay attention. I could practically do it by heart myself. Same for the video that cover these details. Boring.

So why am I glued to the screen today paying rapt attention?

Delta has jolted me out of my normal routine. In the video, I didn’t see mundane passengers following the flight attendant’s directives.

Instead, I saw a scruffy looking character refuse to help with emergency row procedures. When he got up to leave, he was replaced by an acrobatic guy doing a flip in the aisle. 

The video then returned to the flight attendant who admonished us about smoking. But quickly cut to a cute little girl shaking her finger at the screen, to emphasize the point.

The cast of exaggerated characters (old grannies, hipsters, dweebs and more) continued throughout.

Capture Prospects Attention

I watched the whole thing. And, this is the second time I’ve seen it this week. All around me people are watching it – and smiling. Clearly this approach is working.

How does this relate to you? When you’re selling, one of your key challenges is to capture and keep a prospect’s attention. If you sound like every other sales rep out there, you’ll be ignored.

So ask yourself these questions:

  • How can I jolt prospects out of their usual behavior?
  • What can I do that’s unexpected?
  • How can I leverage humor?

Take a look at your messaging. Analyze what you do in your initial sales conversation. Then start experimenting.

Most of all, have fun!

After a successful career in the sales world, writing five books, and speaking internationally, Jill is now tackling an even bigger challenge. She's focused on bringing the "millions in the middle" together to solve some of the biggest issues facing our country and the world. Jill truly believes so much more is possible if we can work together.