Sell me this pen … and more!

“In the movie when you are asking someone to sell you the pen, what would be the best opening line that you would say to sell it?”

This one stumps a lot of people, almost as if it’s a trick question. But it’s not and there are no opening lines that’ll amaze someone into wanting to buy the pen. People who have studied my Straight Line Persuasion System know that the object is not to sell the pen as much as it is to qualify the prospect. Ask the right questions and who knows, you may discover the prospect doesn’t even need a pen. He might need a pencil. Or an ink cartridge for his printer. Or a computer. Novices try to sell pens. Professional sales people ask questions and then sell people what they really need.

“How do you establish in only 4 seconds that you’re sharp as a tack, enthusiastic, and an expert?”

It seems almost impossible that so much can be accomplished in just 4 seconds. I hear you. It’s also impossible to explain it fully in this blog. It takes a couple of hours to cover all the angles and nuances of this subject in my Straight Line Persuasion System. But essentially, I train my students to express themselves both through tonality and body language. The result is a psychological/physiological one-two punch that simply stops people in their tracks and forces them to pay attention. If you pay any attention to the comments here and on Facebook, then you’ll know that it works flawlessly when done the way I teach it.

“Hi Jordan, I have a belief that stops me from doing what I must do in my life and that belief is I must be perfect and ready before doing anything. I want to get this belief out of my head, but I don’t know how?”

You need to draw a distinction between perfect and acceptable. If every businessperson in the world waited until their product was perfect before bringing it to market, the entire world economy would collapse. There would be no buyers, no sellers, no exchange of money, no progress. And when the perfect product did get to market, no one would buy it because its production cost would be so out of whack.

Most of what comes to market today has passed some form of beta testing and is essentially good enough to market. It begins with the concept of the minimum viable product. This represents the minimum amount of effort required to produce a product that can be tested, evaluated and improved upon. From there we advance to the minimum marketable product. This is ultimately what will be the first product stable enough to be sold.

Neither will be perfect. In many cases today, product testing takes place at the retail level, with paying customers being the real testers. The software industry is a good example, where a “stable release” makes it to market and then multiple updates are required to get all the bugs out.

If perfect products are this hard to come by, then it can only mean there are no perfect people to conceptualize, design and build these products. But imperfect people all over the world manage to get things done every day. Some of the most imperfect people I know have created global businesses employing thousands, have promoted education and entrepreneurship worldwide and have donated their names and their fortunes to charities everywhere.

Not one of them waited for the perfect moment in time or that perfect feeling in their gut before taking action. What they did do was jump at opportunities when they came around. Sometimes they were successful, sometimes not. But they always learned something of value.

As imperfect as life is, if you’ll just step out of your comfort zone and take a chance every once and a while, you’ll discover you can do much more than you ever thought possible. One thing’s for sure—if you try and fail, no one will ever fault you. But if you never try, no one will ever know you.

All the best,