I wish I had been a grandfather when I entered sales at the age of 20. If I had been, I would have had the benefit of superior sales training from my beautiful granddaughters, Ashley and Ava.
If there are two better salespeople on the planet than a four year old and a two year old, I defy you to name them. These are some of the many things I have learned from the munchkins, whom I identify as my “hiyetti’s,” a Lebanese word which roughly translated means “my heart” or “the breath of my life.” They are all of that and much, much more.
For instance, I have learned the power of asking questions from Ava’s big sister Ashley. She learned at about age two that the person asking the questions in the interview process controls the interview.
Ashley also taught me to ignore the word “no” when a client says it. She goes right by that as if it was never said. She closes early and she closes often when she wants something. And if by chance she sees her position fading, the powerful “question asker” takes over.
For instance, when it is time to load up and go home from our house, “the question stall” kicks in, which is a series of queries about anything and everything. She uses the stall because it works… and keeps using it because it keeps working!
I have learned the lesson of “urgency” from Ava. Ava always closes on the first appointment. She may be only two, but when she sees something she wants, she goes for the sale.
Ava has also tutored me on “poise and confidence,” two powerful traits that she possesses in abundance. That accounts for that 100,000 watt smile that she has on her face when she moves in for the close. Those fluttering but piercing eyes, which never lose contact with yours, also help close the deal.
Ashley taught me the power of “team spirit” and “self control,” two traits she learned painfully and honestly in dealing with a little sister who seems to get her way on most issues.
The reason Ashley gives in is because of another trait that Ava possesses called “enthusiasm,” a word that comes from the Greek words En theos, roughly translated to mean the “spirit within” or “God within.” Ava’s mantra is simple: “All I want out of life is an unfair advantage.”
Ava’s charm, wit and wisdom coupled with her glowing smile and beautiful blonde hair make her irresistible for even the person who knows her best, her big sister Ashley. I learned from Ava that you should always look successful whether you are on top of your game or not.
Ashley has taught me that you must always be alert to the situation surrounding the sales interview, constantly looking for the most glaring need of your purchaser. She is intently industrious in all her efforts and always takes the initiative.
Early own in my sales career, I remember asking my first client “Are you sure you want to do this?” He bought in spite of me not because of me. Ashley assumes the close and acts accordingly.
Ashley has also learned the power of “mentoring” with others, teaching Ava all the tricks of the trade. Like great salespeople everywhere in the world, when you teach others you get better yourself, establishing a friendship and spirit that endears loyalty with others. It becomes contagious and clients catch it.
One of the oldest truths in sales is that people do business with people they like. Ashley and Ava got a fix on that early in their sales careers, making their father, Cory, the focal point of their mentorship, learning from him and utilizing him to gain a competitive edge in life.
Do you have someone you can turn to who will mentor you? A mentor tells you what you are doing right, but they also tell you what you are doing wrong because they love you enough to help correct your course.
So these remarkable little salespeople, who impact my life today like no other people, help me to learn, love and laugh at the little things. Ava’s infectious laugh helps her to let what she can accomplish not be hampered by what she cannot.
Ashley is teaching Ava to read and therein may be the key to both these master salespeople. Their favorite new book is the study of aircraft wingspan, a book their dad had at the age of four. Cory could actually give you the wing span on any airplane built by age six. He did not get that from his old man.
These two fireballs digest the criticism quickly and blossom endlessly with the praise of their parents, Casey and Cory. The biggest adversity in their lives comes from ending their swim in the pool too soon or their visit to Grammy’s house. Their love of life is what every salesperson should possess, because there is enough disappointment in everyday sales situations to pull you down.
So when you get “porched” by a client or someone says “no” to your proposal to buy, think like Ava and Ashley think. “We may have to go home today, but we can always go back to visit Grammy’s tomorrow!”
