Max Bottaro

Make an initial “Jab”

Just as a boxer uses a less harmful jab to create openings for more powerful punches, as a salesman can use a harmless question to open the mind of the prospect. The first thing I often do when I get into someone’s house to show them the vacuum is make a “jab”. As soon as I pull the first dirt pad out of their carpet, I’ll look them in the eye, smile, and say “cash or credit?” At this point, I’ve barely started the demo and hardly given them a reason to buy- the question to buy isn’t serious, it couldn’t be- it’s a nonthreatening joke. Still, it “punches” a whole in the prospect’s buying defense, and it puts them in the mindset of “purchase”. Jabs should be nonthreatening and friendly. They aren’t meant to close deals, they should be used early on. When the real ask comes down the road, it will seem like less of a shock.

%80 percent of purchases happen after the 6^th time a salesperson asks the prospect to buy. A jab can count as one of these asks. Just don’t be afraid to ask down the road. Shy salespeople have thin children.

Some people fold after making one timid request. They quit too soon. Keep asking until you find the answers. In sales there are usually four or five “no’s” before you get a “yes.”
-Jack Canfield