Selling Boldly

15Making It Look Easy versus Laboring

Sometimes it's not easy.

We wake up in the morning, and we just don't have it. We don't feel like it. We're not up to the grind. We do not roll out of bed our usual happy selves, eager to face the day.

Sometimes, we go to the office and do not look forward to picking up the phone. We do not look forward to all of the phone calls that will come in. We know we will need to address problems and urgent issues, but it's not in us on this day. We're not feeling it.

But even on these days, even when it's hard, we must make it look easy.

Have you ever been at a restaurant with your family, where the waiter or waitress was really laboring?

You try to get them over to your table, and they run past you, carrying their tray, telling you they'll be right with you.

You wait a little longer, and raise your hand.

The server says it'll be another minute as they scurry past.

Finally, they arrive at your table, breathless.

Sweat is on their brow.

They let out a big sigh, right in front of you (right on you), and ask, “Okay, what can I get you?”

No!

Get out of here with that stress!

Nobody wants stress in a restaurant, when you are trying to relax with your family.

Nobody is paying you to show how stressed you are and how hard you're working.

Conversely, people will pay good money to be around people who make them feel good.

If you can get your customers to believe that when they work with you, good things are possible because of your positive attitude and ...