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How To Sell Like Matthew McConaughey
Slow Talk Earns Big Bucks, Says Dr. Gary Goodman, Trainer of Millionaires
Goodman's job was to improve their performance through skill building, while motivating them in the process.
But there was a story in progress that would become more uplifting than anything he could do.
One broker had the toughest time of anyone in earning his first sale. He blanked for about 10 months. Because he was paid for results only on a straight commission basis, others feasted while he fasted.
It wasn't for a lack of dedication. Possibly, his slightly laconic Texas drawl was a drag on his results, especially when speaking to faster paced money managers at Northeastern banks and college endowments.
But Goodman says, "I could argue with equal vigor that his tonal pattern sounded genuine, unrehearsed, and this strength offset any alienation he engendered."
Think: Matthew McConaughey.
And then, suddenly, the rep's 300-day scorched earth drought ended.
A large bank purchased from him, and he got his first paycheck.
How much was it?
He earned a million dollar commission.
There are so many "morals" to this story. That's why Goodman is so fond of telling it. An obvious one is the value of persistence.
Goodman draws another powerful lesson from it. It is consistent with what world-renowned behaviorist B.F. Skinner said.
When it comes to motivation, "the schedule of reinforcement is more important than the amount of reinforcement."
The seller's skill did not win the million. His slow approach, his slow manner of speaking, and his slow burn over his apparent failures snared the prize. Add, super-human patience, or perhaps his faith or a belief in statistical probability. These traits saw him through his extended ordeal.
From one point of view, our million-dollar earner "averaged" a hundred thousand dollars each month across 10 months. But it certainly didn't feel like it to him.
Goodman has trained thousands of salespeople as a keynote speaker, a sales manager, and as a consultant. He'll tell you what is ideal, from a reinforcement standpoint.
"I want new sellers to get lucky right away, to earn their first sale on the first try. But sometimes, a slower all around approach is the surest path to big wins and a great sales career."
In other words, "Go Texas slow, and grow!"
Contact Dr. Gary S. Goodman for more information about his keynote speeches and training at: (818) 970-GARY (4279) or at email@example.com. Visit http://www.customersatisfaction.com or http://www.drgarygoodman.com.
Dr. Gary S. Goodman
Page Updated Last on: Jul 11, 2021