Yesterday I went with my 3 year old Jack to sell some lemonade.  See, last week, Jack had a dollar left over from his May birthday, and wanted to put it to use.  He was going to buy a matchbox car from Marc’s, but then he saw Buzz Lightyear.  At first, I was going to suggest a Matchbox car, but he was smitten.  Nothing mattered but Buzz.   And when a 3 year old is willing to defer gratification to get something, you sieze the moment.

So, we planned a lemonade stand.  When a 3 year old is looking forward to something, it’s about the best thing in the world, and he was telling everyone at Church about his Lemonade stand (for Buzz Lightyear). 

We made the lemonade, and we went out.  Jack was enthusiastic when I told him that he was going to be helping thirsty people.  And he had the goal focused in his mind.  I’ve never been more proud of him.

Eight Sales Lessons from my kid.

1. He was focused on people that he could help, not people that couldn’t.  We were at a busy street corner, and he was offering cars a drink.  When someone said no, he said, “they must not be thirsty.”  How can you focus on people you can help?
2. He was focused on his goal.   Heather and I don’t buy him a ton of toys.  Rewards for achievement mostly, but this has been it.  His goal was his own Buz Lightyear, and that was novel enough for him to have that BURNED into his mind.  Rejection didn’t matter because he had a goal that was HUGE for him.   Would focusing MORE on Goals Help You With Your Sales?
3. He was happy, enthusiastic and grateful:  Because he was motivated by his goal (which was a Peak Experience for him and me both), he was GLAD to help people, and absolutely gleeful when people were coming up to him.  What would be different if we were all happier and more enthusiastic and more grateful?
4. He was flat out friendly.  He looked people right in the eye, and anyone who got close he talked to, he said hi.
5. He asked dead simple questions:   Nothing was convoluted because he just turned three.  “Would you like some of Jack’s special lemonade?”   The answer was yes or no.  How could you simplify your presentation?
6. He didn’t settle for the first no.  He asked the exact same question again, when people said no.  How persistent are you?
7. He overcame objections.   A guy pulled up in a Wrangler, and Jack made his offer.  The guy rejected jack.  Jack then said, “Well, what do you have to drink, then?”   Are you settling for the first ‘no’ and wandering off?
8. He Anticipated Objections:  He informed people that “you have time for this,” as they were walking by or driving by.  Not having time is something jack hears probably too much, but knowing in advance what the objection might be and working it into the early part of his presentation was a killer move. What objections come up?  How can you work them into your ultra-simple presentation?

Oh, if my son can overcome objections, so can you.  No excuses.  A three year old can focus on a goal and go knock it out.  So can you.  We make things more complicated and harder than they need to be.  Just focus on what we do and be well.

And if you haven’t signed up for a class yet, do it! We’re offering month-to-month for the month of July, so there are no long term contracts! We’re getting into social media this month.  Learn to use LinkedIn and Facebook to get business. 

We’ll see you soon!