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Playing the Dummy Is Really Smart in Sales

In the last few blogs we have been talking about effective discharge Mannequin curve technique, where playing the dummy pays big when it comes to sales. By playing the dummy and disarming your prospect’s concern, you can get them to reveal their pain and establish trust with you. In this blog, we will finish this series on the Mannequin curve with a little math.

A very effective technique is to strategically simulate when it’s time for you and the prospect to “do the math.” Amateur sellers often get the second phase of the Dummy Curve wrong, mostly because they want to show off. Believing they are on their game, the salesperson decides to quickly calculate a discount or some other metric to impress the prospect. However, they are leaving the little teacher part of his Boy the personality comes out so they can feel good, but instead, they make the prospect feel bad.

If math needs 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 make sure you ask the prospect for help. Again, use Lt. Columbo as your role model. Do you remember how he asked for the pen and paper? Columbus always fought purposefully to disarm his suspects and gain their trust. This “dummy” detective always got his killer.

So be Columbo and struggle on purpose, letting the prospect feel good because it can help you, especially with math. Never forget that people feel empowered when they help others. People let their guard down and feel even better. Prospects will feel more comfortable and continue the conversation with you as you use the third phase of the dummy curve to move through Sandler’s sales submarine.

THE FUEL THAT DRIVES THE SUBMARINE

Playing dummy with the math part of your discussion is the icing on the cake for the Dummy Curve technique. Keep asking questions as well and you’ll uncover more and more information, which will eventually lead to the prospect’s pain. You can even consider drill to be the fuel that drives the Sandler submarine. By burning this fuel efficiently, you get better at identifying exactly what the pain is, or you may discover that your prospect has no pain at all and you may disqualify them. That’s a win too. I encourage you to try the simulation techniques I’ve shared with you before confidently disqualifying any potential customer. Leads that don’t appear to be qualified are a great training ground to master Mannequin curve. Who knows? Some of them may even become customers. Wouldn’t that be awful?

In our next blog, we will begin a series on another wonderfully effective technique called Negative Reverse Selling.

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