A salesperson shows how a brief, genuine reaction like "you closed one? I'm shocked" can make a prospect feel the weight of closing just one deal out of twelve. One authentic moment per call works; repeating it feels fake and kills credibility.
And of those 12, how many did we close? One. Just one? Yeah. Okay. And. And if you notice that, yes, that is genuine, I'm like, bro, you just closed one your first week. But I allowed the emotion to come through. And what that does is that allows him to feel it. If I just accepted that as just like, oh, you just closed one. And it's like, it's no big deal, then it really doesn't amplify how bad that is. Like, closing 1 out of 12, and you don't want to overdo it. If you notice, I'm just subtle about it. I'm like, wait, you closed one? Like, I'm shocked. Like, oh, shit, dude. Yeah, I can see why you need help. And then I'm moving on. I'm not going to draw a ton of attention to it. One problem that I do see some people have is you can definitely overdo it, and then it can come across like it's a tactic. If I did this after every single thing that he told me, now I'm weird, okay? But if I do it once in the entire sales call now, it's not a tactic. It's a genuine human reaction which amplifies the pain, so you gotta be careful of that.
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