Ready To Sing Your 11 O'Clock Number?

The weekend I blog this the world it seems has gone potty for Mamma Mia.

More Abba in the air can surely never be a bad thing.

Hats off to the trio of ladies that made all this happen.

The genre-creating first and biggest jukebox musical now has a second movie.

A surefire billion dollar smash hit.

Who cares if Bond revels in being an Irish pub singer?

Even solution sales can take something from this.

I learn about the Eleven O’Clock Number;

The 11 o’clock number is a theatre term for a big, show-stopping song that occurs late in the second act of a two-act musical, in which a major character, often the protagonist, comes to an important realisation.

For the first Mamma Mia, it was the belter of Winner Takes It All. As seen above, now totally owned by Meryl Streep.

Years, decades, centuries even of experience leads to this construct.

Put in your killer tune too early, and you risk losing momentum with anticlimax. Place at the very end, then you miss the payoff trick.

This is a concept I often encounter barriers introducing when helping salespeople plan a pitch, workshop or presentation.

Their issue is always the same. They want to fire their super golden magic bullets right from the start.

Do. Not.

Think of your selling/buying arc. And pop your showstopper and potential customer’s important realisation neatly in at 11 o’clock.

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