Coffee’s For Closers!

Have you ever put on a pair of blue socks thinking they were black, or vice versa?

I drive about 35,000 business miles per year. Over the years that I have been driving this many miles I have gotten used to several things that used to upset me on the road. I have learned to be able to see what kind of vehicle is on the road who is driving it and I can usually tell you how they will drive and what they will do. Most of us that have put this many miles on each year can. However there are a few things that still really tick me off.

When I am traveling down a two lane road and someone is waiting to pull out and go the same direction as me. I will politely move over to the left hand lane so that they may pull soon than waiting for me to pass. In this situation there are many different ways it can turn out. The person waiting sees that I have used my turn signal and moved into the other lane and pulls out in the righthand lane and all is well.

There may be someone behind me that sees me pull over and knows what I am doing but this doesn’t prompt them to do the same and the waiting traveler is unable to pull out. Now maybe there is no one else on the road and the waiting driver doesn’t pull out till I have passed. Now this is a bit annoying but can be tolerated.

The thing that really sets puts me in orbit is when I move over so that someone can pull out and then they pull out but they still find it necessary to pull out in front of me. I really don’t understand how they can think this is a good idea or the right move.

T.K.

Get Emotional…

Years ago I was told many great and useful things by my first sales manager (Jeff). He is part of the reason I was able to start Coffee’s For Closers. I would like to discuss a couple things that he told me that I have used everyday in my career.

Jeff told me that we as sales people need to be persistent. Something that I am sure we all know. He told me to model myself after my children and their sales abilities. Now with the cd’s and tapes I have listened to and the books I have read many trainers will tell you that children are the best sales people cause they are very persistent and don’t give up till they get what they want. Jeff put a bit of a different twist on it for me. Jeff pointed out that not only are they persistent but they also put a whole bunch of emotion into their presentation.

When a child asks for something and we tell them no they continue to ask in different ways all the while turning on the emotions. They will start to beg and plead they will cry and they will really get genuinely upset if we continue to tell them no. Now we all know that we don’t need to and shouldn’t cry or stomp our feet in a sales call but why not give it the emotion it deserves. When we get emotional about what we are doing and what we have to offer so will our prospect. Our prospect won’t know why they are so excited about whatever it is that we are showing them but they will be excited about it.

The next time you are out at a public place take a few minutes to sit down somewhere and watch the kids and how they are. Go to the mall and sit next to the ice cream or the toy store. Watch as these parents and children battle it out. Now the children will not always be victorious, but I bet you will see them win a great percentage of the time.

When a child asks for something they ask get rejected, ask again a different way, get rejected again, and this will continue on and on. Do the same thing, ask for what you want if you are rejected ask again for the same thing but in a different way.

So stay persistent, ask the same thing in different ways and remember to use your emotions.

T.K.