It’s early Sunday morning…
We went out to dinner last night with our old mates Pumper and Janine and Steve to Subiaco..
A cold night in Perth. We hadn’t booked anywhere but ended up at a nice Italian (my favorite food) restaurant in Hay St.
Had a drink waiting for a table..
Nothing special so far.. (other than I finally get to go to an Italian restaurant)
The maitre de was very friendly.. sat us down, got us our drinks.
‘Can I get you a tasting plate to nibble on something while you have a drink?’ she asked very helpfully..
We said ‘no thanks, we’ll wait for our meal…’
(Plus, in the fantasyland of our heads we think – we are all young athletes and we wanted to look after our figures and not overeat….)
We have our drinks and about 20 minutes later she ushers us to our table..
We continue talking about life, business, the trip to the World Masters Water Polo Champs later this month, our kids, and the last 30 years of playing water polo and spending large chunks of our lives together.
The maitre de comes again and asks ‘can I get you a tasting plate while you wait for your main meals?’
By now, as a Sales Coach, Sales Trainer, Sales Consultant, I can see this maitre de is GOOD..
(At this point I wish I had a video camera to capture this lady in action. I would love to have it to show in our Sales Training, Sales Coaching sessions. Here was a top athlete at work..)
PLAYING THE GAME TO GET TO THE YES (WITHOUT BEING RUDE OR PUSHY)
She is not only friendly, she knows the game…
‘If I ask enough times, at the right times, I’m going to get a YES sooner or later…’
She realised, she was not in the taking orders, serving meals business, she was in the sales business..
She realised the power of SUGGESTIVE SELLING…
She realised, if I ask the right question when they are hungry enough, they will say YES..
She realised ‘you can never step into the same river twice’
(The actual quote from Greek philosopher Heraclitus of Ephesus in 540-480BC is “ You can never step into the same river; for new waters are always flowing on to you.”)
She realised, each time she asked us, we were getting hungrier and she was developing a stronger relationship with us.
She was using the R factor Formula – R = F x Q (The strength of the Relationship is a function of the Frequency of Contact times the Quality of the Contact.)
Each time she made contact with us it was always helpful and friendly..
After the THIRD time she asked us……..
We finally said YES….
And the tasting plate was terrific.
Squid, olives, cooked salami, and other bits and pieces we consumed rapidly..
SO WHAT’S THE PURPOSE OF THIS TASTING PLATE TALE?
If you’re asking this question… let me sum up..
2. ASK AGAIN
3. ASK WITH FRIENDLINESS AND HELPFULNESS AS YOUR INTENTION
4. ASK WITHOUT BEING PUSHY, BUT KNOW THAT NO IS NOT NO…. ITS JUST NO AT THIS MOMENT IN TIME
5. The River keeps changing… you keep changing… your client keeps changing… They will get hungrier… you need to ask them the right question at the right time..
6. The hungrier they are, the more likely they are to say YES…. So get them hungry for what you offer.. Remind them of times they were hungry.. Remind them of times they are likely to be hungry..
7. The hungrier they are, the more they will pay for what you are offering…
8. Train yourself, your team to ask the right questions… in the right way… at the right time… and how to handle NO.. how to rebound from NO….
If you want to get some FREE information on how we can help you and your team script, drill and embed these skills with our Blue Rocket Breakthrough Sales Training and Coaching click here and write GETTING PAST NO in the subject line…
We’ll touch base…. ask you some questions.. some of which you will say YES to.. and some of which you will say NO to..
Then some of your NO’s will turn into YES’s…. at the right time.. when you are hungry enough…
See you then…
PS: If you haven’t listened to this months CD of the month interview with John and Glenn Twiddle on ‘Hypnotic Selling..’ you really must get a copy..
Go to Free Gift from Blue Rocket (click here) and we will bonus gift you all 10 CD’s in our Free Gift Pack PLUS this months interview..(which was so good, it ended up 2 CD’s not the usual one CD..)
So as a special gift… you’ll end up with 12 CD’s valued at over $697 absolutely FREE (you just pay shipping costs..)
PPS: Had a great coaching session with one of our clients on ‘PITCHING Your Sales Pitch’. This was a media advertising client… Even people who had been in the game 15 and 20 years were getting new insights into how to better pitch their business better than they ever have..
A real Sales Breakthrough Coaching session.. We are making some Sales Breakthrough Coaching videos and CD’s especially for the Media Advertising business at the moment. If you want copies click here and we’ll put you on the pre-registration list and give you a super special pre release price…