“No one wants to hear the truth about how the very best professional salespeople got there and stay there, but here it is. They have continued to learn. They pick up a piece here and there. They read books. They listen to tapes. They go to the seminar. They take notes. They try new ideas and discard old ones. They are constantly growing, learning, and evolving. And they’ve come to understand that there is absolutely no graduation day for a true professional salesperson.” – Ben Gay III
Did you know that just like in theater where the fourth wall is the invisible boundary between actors and the audience, in sales there exists an unspoken barrier that prevents genuine, direct engagement and connection between the salesperson and the prospect?
Breaking the fourth wall transforms the sales pitch into an authentic two-way dialogue built on trust, credibility and human connection. It fosters mutual understanding between the salesperson and prospect.
Listen in as Ben Gay III and Denise Griffitts discuss how the key is using these fourth wall-breaking techniques judiciously and reading the room, rather than making it feel gimmicky. When done well, it allows salespeople to connect with prospects on a deeper level.
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