Joe Pesci…Master Salesman?
In the movie My Cousin Vinny, Joe Pesci plays novice attorney Vincent ‘Vinny’ Gambini, a man who can’t get anything right. All of a sudden, Vinny finds…for lack of a better word…his “mojo,” and now he can do no wrong.
There’s one moment in the film that should speak volumes to any professional salesman. Fully confident, fully aware of his powers, Vinny struts away from a completed witness interview proclaiming “Now I’m finished wit’ DIS guy!”
In the prospecting phase of selling, we often spend too much time “processing” a lack of interest. We need to be skilled in qualifying our prospects. They need three things, and three things only:
1). A need for / interest in our products or services.
2). Willingness to buy right now. Not tomorrow, not next week, noth next month, not after the first of the year, now.
3) the means to buy right now, A.K.A. money.
Before you spend unnecessary time in the presentation phase, you need to work through the checklist above. If the answer to one or more questions is “no,” your immediate response should be “Now I’m finished wit’ DIS guy!”
But don’t take it from me.
Take it from your cousin Vinny.
Happy selling, and never give up.
