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Sam - I - Am
In the Dr. Seuss classic, Green Eggs and Ham, Sam-I Am teaches us a huge lesson about asking. As kids, we intrinsically ask and ask and ask. Most kids do eventually get-or they get a lot more than they would if it was up to us parents. As adults, we tend to forget that the best sales people ask for the business, and follow up many times.
In the book, Sam asks for the “sale” at least 14 times! The sale is in this case is getting the individual to eat green eggs and ham. Unlike our clients who actually want to buy a house, this client HATES the product-so Sam has the toughest of sales. But Sam believes in his product, and just knows that if the individual will try it, they will like it. How often do we get a call from a client, call back once, maybe twice, leaving messages and then forget about the client because we did not get immediate gratification? Follow up is key to success. The funniest part of the book to me is that after asking 11 times, and being told emphatically “NO” 11 times, Sam asks quizzically, “You do not like green eggs ... more

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