Prospects Will Believe You

 

I keep two different books stashed in my car door at any one time.

 

Although I like audio books, I really like to hold a good book in my hands and read when I have time--usually when I'm stuck somewhere waiting to pickup my kids or when I'm riding the bike at the gym.

 

When I finish one book, I'll eventually take it out of my car and replace it with another.

 

Here's the interesting part: I was just at Half Price Books a few hours ago browsing the business section, looking for a couple new books to replace the books I had already read. 

 

When I shop for used books, I scan every single shelf in the category I'm interested in (I prefer Sales & Marketing books, especially old or obscure ones), read every single book title, and try to remember whether or not I have already read the book before.

 

This guy and his girlfriend walk into the business section with one of the Half Price Books employees. They start scanning the shelves looking for a book. After a few minutes, I say, "What book are you looking for? I've already looked through that section a few minutes ago. If it's there, I'll tell you."

 

The employee looks at me in disbelief like I have two heads, but the guy turns to me and says, "I'm looking for 'The Magic of Thinking Big' by David Schwartz."

 

I immediately let him know, "It's not there, but you might want to check the Psychology & Self-Help section because sometimes they put it there."

 

His girlfriend walks over to check the section I suggested. The employee keeps looking, but eventually gives up and says, "Let me check up-front to see if we have a copy in our recent purchases."

 

I look at the guy and tell him, "I have a copy in my car. If you want it, I'll give it to you. No big deal."

 

He replied, "Man, that would be cool. I just finished a management training program with my job at UPS and they kept talking about how great this book is. I really want to read this book."

 

We walk out to my car. I open my door, reach down, and then hand him the book he's been dying to read.

 

 

 

I've come to accept the fact my mind is a little freaky about cataloging business books.

 

 

I'm accustomed to used book store employees thinking they know more about what they have in stock than I do. Although I own a Kindle and read a lot of e-books, too, I prefer to hold a good, old, book in my hands so I can naturally think along with the author, and takes notes, as I read. Books you hold are better, in my opinion.

 

 

Contrary to popular belief, women can also be extremely practical when it comes to shopping. "Hey, the book is obviously not here. I know from experience, employees don't always know everything. Besides, the big guy said the book might be over there. Sounds reasonable to me. I'm going to go check." 

 

 

Here's the coolest part of this story to me...

 

The coolest part was the guy's reaction when I told him I had the book and he could have it if he wanted.

 

His reaction was He simply believed me!

 

You can always tell when you're about to make your next sale; your prospect will simply believe you. 

✌ Mike

 

P.S. Most of us are extremely generous when it comes to helping other people. Generous people prosper; that's a universal law that can't be changed. You never out give your future. It is always repaid. Your generosity today will return at some point tomorrow.