RE: Can’t get financing (Salesmanship is the KEY!) - Posted by Jeff Bliven
Posted by Jeff Bliven on February 12, 2001 at 12:18:42:
This is where you need to be a creative story-teller, you need to distort or stretch the truth a little!
Some would call it lying, I prefer to call it an “Alternative Reality”!
Tell them that you are working for your parents:, tell them you are an employee of an Investment Co. (set one up), tell them that “yes I am young, and mature & extremely confident in my business dealings, however if you still have concerns, ‘so-n-so’ is going to guarantee my business dealings!” (find a backer)
A little story that may help you??
My first job out of college was as the "Asst. Controller for a National R.E. Investment & Management Co. I interviewed with the president, only because when I went on the placement interview, he was the only one there that day of the partners / upper-mgmt!
On one hand, I was more nervous than I normally would have been! The interview went well, and I could tell he liked me and what he was hearing from me… However, I could tell I was not going to be considered because of my lack of practical experience and my young tender age of 21! (I did 4 yr. in 3!)
SO, thinking fast, I laid it on the line… I said, “Mr. Rogers, I get the impression that you would like me to work for your company, and I also get the impression that you are concerned about my experience level & age, an I correct?” Praying for the right answer…YES! As I continued, I had to overcome these ‘deal breakers’, so I said, "Let me say this… #1) I would love the opportunity to work for you and your company, #2) I am extremely confident that I can do this job, not just to a satisfactory level, but I am confident that I can & will do whatever it takes to do the best job this company has ever seen! And, to back these words up with action, LET ME MAKE YOU A DEAL… I will work FREE of charge for one month for you and your company, and if you are not completely satisfied with me in any way, shape or form I will leave without you owing me a single penny! And I’ll be happy to put in writing. However, if you decide at that time or BEFORE (confident here) that I AM THE RIGHT PERSON for this position, I ask that… #1) I get paid for the month that I just worked! #2) That I get paid at a level that is EQUAL to my abilities & performance, regardless of experience or AGE!
He scratched his chin, leaned forward, extended his hand to shake mine and said, “You’re Hired! Forget that deal you just mentioned, and how about $$$ per month to start?” (2X the top rate the job was offering) He later went on to say that they weren’t just looking for an ASST., but really a replacement for the current Controller that was retiring in about 6 months!
Sorry for the long story, but there aren’t too many times when I can use it as a good example!
BOTTOM LINE is… Prove that your AGE isn’t a LIABILITY to your prospects! You need to work on SELLING yourself and exude CONFIDENCE, both in yourself as well as your ideas!!
PS. Thom, what part of the country are you doing this in??