Since last year, I’ve been doing outside sales for my WISP (Wireless Internet Service Provider). I’ve done his Website since 2004 and now I follow up on inquiries and schedule installations. It’s interesting, usually fun and I get to talk with a lot of great folks in this area. Without applying any pressure, I ask for the sale. I’m not on commission, but I know what a bargain the service is. For that reason, I was very interested in an e-mail that my son sent me a copy of yesterday. There is a basic principle of sales illustrated here.

The message:

An interesting perspective from Seth Godin . . . [SETH GODIN is a bestselling author, entrepreneur and agent of change.]

The Panhandler’s Secret

When there were old-school parking meters in New York, quarters were precious.

One day, I’m walking down the street and a guy comes up to me and says, “Do you have a dollar for four quarters?” He held out his hand with four quarters in it.

Curious, I engaged with him. I took out a dollar bill and took the four quarters.

Then he turned to me and said, “can you spare a quarter?”

What a fascinating interaction.

First, he engaged me. A fair trade, one that perhaps even benefited me, not him.

Now, we have a relationship. Now, he knows I have a quarter (in my hand, even). So his next request is much more difficult to turn down. If he had just walked up to me and said, “can you spare a quarter,” he would have been invisible.

Too often, we close the sale before we even open it.

Interact first, sell second.

Bryant
President, Great Lakes Marine