For the past few days my youngest son, Ben, has been watching the modern day Dr. Seuss classic Cat In The Hat with Mike Myers. The way that he has been able to get his mom and dad to let him watch it night after night reminded me of the other Dr. Seuss classic, Green Eggs and Ham which teaches us a huge lesson about asking. As kids, we intrinsically ask and ask and ask. Most kids like my Ben do eventually get more than they would if it was up to us parents. As adults, we tend to forget that the best sales people ask for the business, and follow up many times.
In the book, Sam asks for the “sale” at least 14 times! The sale, in this case, is getting him to eat green eggs and ham. Unlike our clients who actually WANT to buy a house, this client HATES the product so its the toughest of sales. But Sam believes in his product, and just knows that if he will try it, he will like it. How often do we get a call from a client, call back once, maybe twice, leaving messages and then forget about the client because we did not get immediate gratification? Follow up is key to success. The funniest part of the book to me is that after asking 11 times, and being told emphatically “NO” 11 times, Sam asks quizzically, “You do not like green eggs and ham?” as if this is news to him. It is as if he does not even hear the objections but keeps on with the sale. In the end, the individual tries it just to get Sam off his back, and discovers that he likes it and will eat them anywhere.
Now I am not suggesting we harass people to the point of annoyance. But if you do not get the occasional “Leave me alone” then you are missing out on a lot of business. 80% of people need to hear something 5 times before they buy. 10% will never buy, and 10% will get annoyed at you by the 5th time. So if you do not hear the occasional person complain, you miss out on 80% of your business because you did not take it out to 5 times. This may be uncomfortable for you, but you need to break through this comfort zone or delegate the task of following up to someone that will do it for you. I can help you in the pursuit of being able to break through the mindset of thinking you are bothering someone. Remember that you are a "Sales Person" and if your intent is to offer them something that you know in your heart will benefit them then you owe it to them to be persistent Sam I am! And when people start wondering why you are closing twice as many deals as last year, just wink at them and tell them you learned the secret of Green Eggs and Ham…..
-To all 4 of our precious children
The best selling children's book written by Dr. Suess was published in 1960. We have heard and read the story, many, many times...
I would not, could not, in a box.
I could not, would not, with a fox.
I will not eat them in a house.
I will not eat them with a mouse.
I will not eat them here or there.
I will not eat them anywhere.
I do not eat green eggs and ham.
I do not like them, Sam-I-am.
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