Dear mommy,
After being successful in a few marketing/sales jobs, I learned the secret to closing deals.
While working for Budweiser as a marketing rep, I failed miserably at the beginning. My goal was to visit clubs and restaurants and arrange promotional events.
“Mr. Robinson, I would like to come in Saturday night. I will hire two Bud girls so that they can entertain the customer.”
I failed.
The spot was given to a competitor.
Instead, I tried the So What Theory.
“Mr. Robinson, I will hire two Bud Girls for the event Saturday. Last week, Ace Restaurant and Bar saw a 40% increase in drink revenue. The Bud Girls attract customers to come in.”
Bingo!
Success.
Often, I listen to sales people ramble about business ideas.
I am like SO WHAT!!
Are you going to make money for me?
Are you helping my company reduce overhead cost by 30%?
Speak in terms that attract attention, next communicate the benefit for the client.
Rayfil Wong
P.S. thanks to Brian Quan for teaching me this tip
