There is a common misconception that all salesmen and women are too clean and put together, making them seem not even human; they feel more like robots spitting out a script than real people who care about their product. But what if a small, well-placed flaw could actually make them more approachable? *Enter the Pratfall Effect* “The Pratfall Effect states that people who are considered highly competent are found to be more likeable when they perform an everyday blunder than those who don’t.” An example of this could be an admittance that your product is not flawless, a chuckle at a mispronounced word, or just regular transparency. So much of what we talk about is information symmetry, honesty, and trust. This is seen in the Pratfall Effect. It reminds the prospect that the person selling to them is human as well, hopefully opening them up the idea of business. In sales, relatability is key. Customers don’t always trust a “too perfect” pitch because it feels scripted or inauthentic. But when a salesperson admits a small flaw—like a minor drawback of their product or a personal misstep—it humanizes them and builds trust. People like working with those who feel real, not robotic.
https://www.brescia.edu/2017/06/pratfall-effect/
By porterdm23
yoderew24 
francesallen 
Jonnojr 3 thoughts on “Salesmen are Human too”
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Nice learning about the Pratfall Effect and how it shows being imperfect can be a strength instead of a weakness.
This is very true! Sometimes salespeople come off as unapproachable and hard to talk to because they are so focused on the script. But you did a great job and showing how the Pratfall Effect can be used to an advantage for salespeople. Great post!
I love this take on the Pratfall Effect! It’s so true that when salespeople are too polished, they come off as just the opposite of authentic. Admitting a small mistake or flaw can make them more relatable and trustworthy. It shows that they’re human, not just a sales machine, and helps build that important connection with the customer. Relatability really is key in sales!