Eric DeeranOne mission — help agency owners build businesses they actually love running.

Always DOWNPLAY when you're talking to prospects on a sales call...here's why:

9 Aug 2023 · 0 min

Watch on YouTube

0:28

A short YouTube monologue advising salespeople to 'downplay' when talking to prospects so prospects will 'upplay' the offer, making the salesperson appear more authentic and trustworthy. The speaker contrasts always 'upplaying' (which can trigger prospect downplaying) with neutral language and modest framing — e.g., 'some of our clients find that valuable' — to avoid sounding like a constant seller.

And if you downplay it, they upplay it, which is the beautiful thing about it. But if you were always up playing, I'm always like, it's so great. It's so great. It's so great. Then they're going to be like, then they downplay it, because somebody has to upplay, and somebody has to downplay. And I would always rather them upplay it and me downplay it, because then I look more authentic and more trustworthy instead of trying to sell you something the whole time. And that's also why we use neutral language, because it's like, if I can just be like, yeah, man. I mean, some of our clients find that valuable. It really just depends on what you're looking for. No, that would be amazing. Like, that'd be awesome if we could do that.