The 'Future Self' Sales Tactic Is Straight-Up Circular Logic
Intel Brief
Imagine your future self already made this decision — cool, now imagine your future self also regrets it.
Zach Brown
Founder, Sales Pipeline Pros
Operator Note
The “future self” sales tactic is straight-up circular (loony-toon) logic and fundamentially contradicts itself.“Imagine your XYZ self…what kind of decision would he make?"Cute.Except the funny thing is, if I were ALREADY that guy,Why would I need what you’re selling?I wouldn't.Either way, the question falls apart.If I am him, I don’t need it.If I’m not, asking me to think like him is useless.It's a logical fallacy.And to add insult to injury, we up the ante by challenging what the buyer's future self would do in this very momentby creating a false dichotomy around their identity in order to force their hand:Option A: "Think about it" (implied: like someone who lacks commitment)Option B: "Invest in yourself" right now (implied: like someone serious about growth)I'd like to know how offering only 2 choices to a buyer is helpful whatsoever?This false choice eliminates any reasonable middle ground—consulting partner/spouse, doing more research, or just plain sleeping on it.These aren't si
Written by Zach Brown
1,100+ hires placed. 300 founders. Five years of reading people for a living. Need a sales hire?
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