| For the last few days I have been having a long | | | | drink," said Mum. |
| weekend staying in Grassmere in the Lake | | | | "Feed ducks." |
| District. Beautiful. And for once the weather has | | | | Various items were picked up off the table, Mum |
| been beautiful too. Mid afternoon today I was | | | | stood up and Robert and the family disappeared |
| sitting drinking a tea in Bowness by Lake | | | | off towards the edge of the lake where they |
| Windermere and a little family (Mum, Dad, two | | | | stood peacefully and Robert got to... feed ducks. |
| year old boy) arrived to have refreshments too. | | | | As a motivational speaker and sales training |
| They looked hot, thirsty and ready for tea. Mum | | | | consultant I see a lot of salespeople every day |
| sat down and Dad asked her what she wanted. | | | | who could do with a shot of Robert's tenacity and |
| "Tea," she replied. He then turned to the boy, | | | | persistence. I meet a lot of people who need a |
| "Robert, what would you like?" | | | | dose of Robert's determination and clarity of |
| The two year old, wearing blue shorts and a | | | | focus. Robert succeeded by focusing on what he |
| white t-shirt and still standing up puffed his chest | | | | wanted and then taking action until he got it. It |
| out, looked his Dad in the eye and stated, "Feed | | | | wasn't clever, it wasn't pretty but it worked. |
| ducks!" Dad looked straight back at him and asked | | | | And a lot of salespeople and business builders that |
| again, "What would you like to drink?" | | | | I know could do with being a bit more like Robert. |
| "Feed ducks," came back the reply. | | | | Too many salespeople spend their lives looking for |
| "We can feed the ducks afterwards Robert but | | | | a reason why they cannot ask for the deal, why |
| we are sitting down for a nice drink now, what | | | | now is not the time to close and why the client |
| would you like?" | | | | might say no. In my sales seminars, I teach |
| "Feed ducks," Robert shot back decisively and like | | | | cutting-edge sales techniques that take the |
| a boy who was not to be messed with. | | | | pressure off your prospect and help them to |
| "Robert, we are having a drink now so sit down | | | | make the right decisions for them. I help |
| and tell Daddy what you would like," said Mum. | | | | salespeople to get away from ABC (Always Be |
| "Feed ducks," retorted Robert. | | | | Closing) and apply truly consultative selling |
| "Robert, we are having a drink now," said Mum, | | | | techniques and strategies... |
| "If you don't behave yourself there will be | | | | But as Robert demonstrated, selling is all about |
| trouble." "Yes Robert," agreed Dad, "Decide now | | | | tenacity and persistence and sometimes it doesn't |
| or you will be sorry." | | | | matter how you do it, you just have to take |
| "Feed ducks." | | | | action. |
| "Robert, if you don't behave we won't have a | | | | |