Remember the days when you were relentlessly unstoppable?

I studied from a master salesperson this evening. His name is Aaron. Shouldn’t have been unexpected. When you meet him, you automatically see he’s bright. He’s engaging. Charming, good-looking, and doesn’t take no for an answer. That said, you wouldn’t have seen him coming. He’s a little guy, spills food on his clothes daily, walks with a skip…

Did I mention he’s my son and that this Wednesday, he’ll be…four?

I learned a lot from Aaron as we discussed the stresses of turning the pages from three to four. I was unaware of the significance of no longer being a toddler. Along the way, I saw a boldness that disappears from most of my contemporaries. He doesn’t have a system. He isn’t very subtle. And he gets what he wants because he hasn’t learned to quit. Made me ponder….Is it true? Do we lose the b in bold as we grow old?

Before we continue, realize Aaron’s already had his birthday party. Several weeks ago. Today I found out that was just his FIRST party. Wednesday will be his second. Because “you have to have a REAL party on your REAL birthday, too.” Apparently there is a children’s union, and it’s a rule!

The Kids’ Code apparently also says any present given before your real birthday is null and void. Yup. You got it. He needs REAL presents too. Lots of them. Already picked out, toy chest parking cleared, ready and waiting.

Imagine being at your local Wal-Mart. The four-year-old sales wonder without shame says, “Dad, this is the robot I want for my other birthday. You know, the REAL one. Can we get it now?”

“No son, we’ll talk about your birthday later.”

“But Dad, there are only three left. If you don’t get it today, you won’t be able to get it. We need to get it today. Someone else will get if we don’t. Can we get it…Dad…please?”

“Aaron, Daddy will take care of your birthday. You already have nice presents, let’s see what happens.”

“Ok Dad, but I really, really, really want it. This robot is so cool. It’s really cool. It’s super cool, really. You will really, really, really like it too. Make sure you come back and get it soon, ok Dad?”

Fast-forward:

Days go by. I go back to the store. Apparently Murphy has reviewed the Kids’ Union Handbook. They sold the last one minutes before. One Wal-Mart down. Oops, two Wal-Marts. Who will give me three now? Yup. Three Wal-Marts. No toys. Switch brands. Target. I can almost taste the victory. Crapola. Zero for one. Zero for two. Full house: three Wal-Marts and two Targets. No toys. I fold. At least for the day.

Until he goes to bed.

You know the drill. Teeth are brushed, Harry Potter jammies bounce down the hall, and I tuck him in. He says his prayers, pauses, looks over and says, “Know what I’m thankful for?” I look at him with knowing approval, anticipating the great acknowledgement of my amazing parenting skills. The master saleskid reaches deep in his closing quiver, draws his arrow, and releases:

“Only two more days until my very best birthday. I can’t wait to get my robot. It is soooooo cool.”

Anyone wondering what I’m doing tomorrow?

No matter how you feel, you’re not old, you’re bold. Prove it! This week, when you get chances to share your magnificent offerings, plant your feet and make a decision that today is the day. Quit wondering if they’ll buy. Work your process and make it happen or get out. Qualify your prospect and if the need is great, plant your feet, become a child and make it happen.

Or I’ll send Aaron after you for that toy!

I’m Tom Schaff and that’s a look at my salesPERSON’s Soul.

Questions to Consider:

1. When was the last time you wanted something badly enough to will it to happen?
2. Are people saying no to you because you haven’t decided you want to serve them badly enough?
3. How often are you denied when you know what you want, plant your feet and cut off any other possibility?
4. What can you learn from being childlike again?

Good Selling

Tom Schaff

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