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As I write this, I’m flying home (via Delta) from a speaking engagement in Orlando. I fly a lot; it’s part of my business.

When the flight attendants give their safety overview, I never pay attention. I could practically do it by heart myself. Same for the video that cover these details. Boring.

So why am I glued to the screen today paying rapt attention?

Delta has jolted me out of my normal routine. In the video, I didn’t see mundane passengers following the flight attendant’s directives.

Instead, I saw a scruffy looking character refuse to help with emergency row procedures. When he got up to leave, he was replaced by an acrobatic guy doing a flip in the aisle.

The video then returned to the flight attendant who admonished us about smoking. But quickly cut to a cute little girl shaking her finger at the screen, to emphasize the point.

The cast of exaggerated characters (old grannies, hipsters, dweebs and more) continued throughout.

I watched the whole thing. And, this is the second time I’ve seen it this week. All around me people are watching it – and smiling. Clearly this approach is working.

How does this relate to you? When you’re selling, one of your key challenges is to capture and keep a prospect’s attention. If you sound like every other sales rep out there, you’ll be ignored.

So ask yourself these questions:


  • How can I jolt prospects out of their usual behavior?
  • What can I do that’s unexpected?
  • How can I leverage humor?


Take a look at your messaging. Analyze what you do in your initial sales conversation. Then start experimenting.

Most of all, have fun!



Jill Konrath

Jill Konrath is an internationally-recognized sales expert, in-demand speaker and bestselling author. For more savvy sales advice and to download Jill’s free sales tools, visit

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