I had noticed this for long that the salesmen usually move their hands a lot. Making imaginary worlds with in their sign language, repeating with their hands what they will be saying anyway. Was just reading something and I realized it's not just the selling that gets helped with moving hands:
Seinfeld ...gave me an example. “I had a joke: ‘Marriage is a bit of a chess game, except the board is made of flowing water and the pieces are made of smoke,’ ” he said. “This is a good joke, I love it, I’ve spent years on it. There’s a little hitch: ‘The board is made of flowing water.’ I’d always lose the audience there. Flowing water? What does he mean? And repeating ‘made of’ was hurting things. So how can I say ‘the board is made of flowing water’ without saying ‘made of’? A very small problem, but I could hear the confusion....
“So,” he continued, “I was obsessed with figuring that out. The way I figure it out is I try different things, night after night, and I’ll stumble into it at some point, or not. If I love the joke, I’ll wait. If it takes me three years, I’ll wait.” Finally, in late August, during a performance, the cricket cage snapped into place. “The breakthrough was doing this”— Seinfeld traced a square in the air with his fingers, drawing the board. “Now I can just say, ‘The board is flowing water,’ and do this, and they get it. A board that was made of flowing water was too much data. Here, I’m doing some of the work for you. So now I’m starting to get applause on it, after years of work. They don’t think about it. They just laugh.”
So that is why. The customer shouldn't have to put too much effort on it. They should just be able to laugh/ agree/... get sold.
Seinfeld ...gave me an example. “I had a joke: ‘Marriage is a bit of a chess game, except the board is made of flowing water and the pieces are made of smoke,’ ” he said. “This is a good joke, I love it, I’ve spent years on it. There’s a little hitch: ‘The board is made of flowing water.’ I’d always lose the audience there. Flowing water? What does he mean? And repeating ‘made of’ was hurting things. So how can I say ‘the board is made of flowing water’ without saying ‘made of’? A very small problem, but I could hear the confusion....
“So,” he continued, “I was obsessed with figuring that out. The way I figure it out is I try different things, night after night, and I’ll stumble into it at some point, or not. If I love the joke, I’ll wait. If it takes me three years, I’ll wait.” Finally, in late August, during a performance, the cricket cage snapped into place. “The breakthrough was doing this”— Seinfeld traced a square in the air with his fingers, drawing the board. “Now I can just say, ‘The board is flowing water,’ and do this, and they get it. A board that was made of flowing water was too much data. Here, I’m doing some of the work for you. So now I’m starting to get applause on it, after years of work. They don’t think about it. They just laugh.”
So that is why. The customer shouldn't have to put too much effort on it. They should just be able to laugh/ agree/... get sold.
