When you achieve great moments in selling, be careful not to overplay them because too much of a good thing… becomes a sales gimmick.

Great moments in selling are by design.

The unforgettable great moments of victory

A Great Moment in the Olympics

Watching the winter Olympics this week. One of the athletes wins the gold medal in the final round of competition. A spectacular performance. A heartwarming story of persistence.

The network records the winning performance, of course. It captures the thrill of victory as the Olympian realized a 4-year dream.

A few moments after the winning of the competition is formally announced. They interview the gold medalist, capturing the raw, spontaneous emotions of victory.

All good, right?  Isn’t that what we as viewers want to see–the competition and experience with the athlete the thrill of victory?

Overplaying a great moment

But then the network began to overplay it. To take something very good and try to stretch it too far.  Later, they get with the Olympian and show the replay of the final run.  “what were your thoughts as you watch this replay for the first time…?

Selling, like the Olympics, is full of great moments.

The same questions as just after the final run. The same questions as just after the competition winners were formally announced.

To exaggerate my point, the next step toward their growing circular insanity would have been to get his reaction to the network’s video of him for the first time watching the video of his winning run. “What are your feelings as you watch yourself for the first time watching the replay?”

DO you see the overplay?  Taking an effective broadcasting moment and stretching it too far?

Great Moments in Selling

Just like in the Olympics, an effective presentation includes several great moments when you see that your words or a graphic have affected the prospective buyer.

Don’t overdo it. That is the message of this post.

When you can visually see the effects of your words, actions or illustrations, then they got it.  Continuing to beat that drum will turn a persuasive moment into a sales gimmick.

Keep the sale moving, knowing that moment and several others like it, will persuade the buyer to take action when you close.