Back in 1989, I had just sold myself out of a job...
because there literally weren't any more coin-operated TV's
left in inventory.
So I packed up my brain and started over again.
Actually I didn't start over, because I took everything
I'd ever learned with me. Funny thing about starting all
over is just that... you never do, you only pick up where
you left off... with all your tools in your sack.
So on my first day at the new job, I went out with a guy
who was supposed to train me.
I will never forget those incredible first few days with
Big Bill.
He drove this huge black Caddy. Whenever we'd get out of
the car, we looked like Mafia hit men ready to whack
someone...
His questions were horrible.
His manners sucked.
He was arrogant.
He hardly ever smiled.
His presentation didn't prove a thing...
But he did two things that you gotta do when you are in
sales.
First, he got in front of qualified people. That means
the people he met had a problem that his product could
solve. Actually, this wasn't even his doing. Telemarketers
made the appointments for him.
So in reality he only did ONE thing right.
Yup, he asked for the order.
Simple as that.
And he sold like crazy.
The guy had huge bollocks.
In every appointment I went on with him, he made a zillion
mistakes, didn't listen well, said the wrong things, his
product knowledge sucked, but he believed in his product
and he kept closing.
Now, of course, he sucked at that too. But at least he
went for it.
Like a big terminator.
His only close was 'Try it.'
He must have said 'try it' over 400 times in three days.
I was quickly rendered speechless, so I just sat there and
watched... in total silence while almost everyone he met
bought from him.
So if you are in sales, or if you simply want to get
people to follow your lead, the biggest secret?
Just ask. Again and again.
There was a guy I knew in college who had no right to have
smokin-hot girlfriends, but that is exactly what he had.
Because he showed confidence and he asked for what he
wanted.
And people are attracted to confidence.
Just like sheep follow their shepherd around like... well,
like sheep, people follow other people who are confident.
So when you want something, ask for it confidently.
Many years ago, a wise old man once told me when I asked
him if he thought I would get the thing I told him I
wanted. His response? "All you have now is 'No'. If you
ask for it, then you have 'maybe'. So, ask for it."
And that is what I did.
And after I got past all the nos I got the yes I wanted.
Get the first two and the third one will be free. As in no
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