Once upon a time a little boy was finishing up his purchase at the local candy store. He turned to the store owner and asked “Mr. Matthews may I please use your phone?” Mr. Matthews smiled at the little boy, who was one of his regulars and handed him his phone.

The little boy quickly punched in the phone number and had the following conversation “Mrs. Donavan you don’t know me but I pass your house each day on my way to school. I mow many of the lawns in the neighborhood and was wondering if I could mow yours as well?” Mrs. Donavan politely replied “Oh thank you anyway but we are quite happy with the service we are getting now”

Somewhat disappointed, Johnny countered with  a compelling offer. “That’s fine Mrs. Donavan and what if I were to beat whatever price you are paying by .00 per week?” “I’m sorry but we aren’t looking for a lower price” replied Mrs. Donavan. “Well, I suppose I could throw in a once a month trim of the hedges and weeding your garden on top of the .00 discount” Mrs. Donavan simply thanked the boy for his kind offer and wished him a good day.

The candy store owner, having heard this, said “Nice try kid. I’m proud of ya for giving it your best shot” The little boy smiled and said “Oh I’m not finished yet. Watch this”!

He immediately called Mrs Donavan back and said “Mrs Donavan, I’m so sorry for being a pest but what if I were to offer you the .00 discount, the weeding of the garden, the trimming of the hedges and I wash your car for you every other week?” “I’m afraid the answer is still no young man. Not if you were to give me the world and charge me next to nothing! I’m quite happy and I have no intention of switching” The little boy smiled and almost seemed moved by her response. With a softened voice he simply said “Now that’s what I like to hear. You don’t have to worry about me calling again.”

Mr. Matthews was amazed at how happy the little boy was with what he witnessed to be a rejection. “Young man; I really admire your spirit! That woman must have told you No at least 3 times and yet you are happier than when you first made the call. Keep up that attitude and you will be a great success someday” The little boy’s smile grew bigger and said “Oh I already am a success” Somewhat confused Mr. Matthews asked “But how could you possibly be a success at your young age?”

“I know because that was my customer and I was simply calling to see how I was doing”!

Can your relationships stand the test of persistent, low balling competitors?

Is it even a relationship or is it merely a series of transactions?

Silly, warm and fuzzy question coming atcha in 3,2, 1 . . .

Do your clients know that you love them?

Seriously. . .

Do they know, beyond a shadow of a doubt that you are grateful to the point of renaming your children after them?

But that’s silly talk isn’t it? Nobody gives a damn whether you and I appreciate them or not, right? That my friends may be common sense but it is in no way, shape or form commonly practiced!

If it were, then you and I would be out of a job  because there would simply be no new opportunities!

Think about that today as you take care of your customers . . .

And be sure to think about that the next time you hesitate to call that prospect

that you think has no need for you!

Today’s News: Our Linkedin group just hit 18,000 members! To join us click here To get involved in one of our infomercial free discussions, click here and for mucho sales opportunities,  click here


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Paul Castain is the Vice President of Sales Development for Consolidated Graphics where he oversees the training and development of 700 sales Jedis.

Prior to working for Consolidated Graphics. Paul was the Director Of Corporate Solutions Sales for Dale Carnegie & Associates and the owner of two successful businesses.

Over the last 27 years, Paul has trained and mentored over 3,000 sales professionals, written sales training content for several Fortune 500 companies and is the author of Castain’s Sales Playbook (which just won a Sales Pop award for best sales website).


© Paul Castain for Reliable Linking, 2011. |
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