I’m Innocent, I Tell Ya

State Of Origin Monkeys

Attention sales managers! Looking for a topic for your next sales meeting? Record one of A&E’s “First 48” programs and help your salespeople learn to sell better. This a great program for learning how to read body language, and for learning the art of selling.

This is unscripted, real-life cops and murderers. The interrogation is where the selling takes place. Both cops and suspects are selling each other on what they know, what they believe, and the bluff.

If the suspect leans away from the desk, begins rocking back and forth, hugging his body with both arms, with head down and wailing, “It wasn’t me. I didn’t do it,” can he be believed? When the cop leans aggressively forward, shows the suspect the knife, and says, “We have you on video in the store at the time of the robbery,” can she be believed?

Who do you sell like – the cop or the suspect?

The 3 wise monkeys communicate: 93% of your communications has to do with body language. 55% of your message has to do with how you look when you say it; 38% with how you sound when you say it; and the words themselves account for only 7%. Source: UCLA psychology Professor Albert Mehrabian.


Interruption Intervention

Chris Matthews during an edition of Hardball i...

Chris Matthews (MSNBC Hardball host): “What do you think was the president’s problem in the debate?”

Guest: “Well, I think….”

Chris: “Do you think that it was because he wasn’t prepared enough?”

Guest: “I saw….”

Chris: “Or that he was simply tired? What do you think? Tell me.”

Guest: “What I was going to say….”

Chris: “I never saw such a terrible performance in my life! I was appalled. But you tell me. Do you think he was sleepwalking? That’s what I think. What do you think?”

Guest: “The last time….”

Chris: “I was so disappointed! Why didn’t he bring up the facts? What was he thinking? But I’d like your view. What do you think he was trying to accomplish?”

Guest: “Chris, let me finish what I’m trying….”

Chris: “Oh. Sorry. We’ll have to continue this discussion later. We’ve run out of time. Thanks for being with us.”

The #1 complaint of customers? Interruptions! Will you please stop interrupting me! Let me finish!

People who interrupt are not listening. Their mind is moving so fast, they’re trying to think of the next thing they want to say. They are not waiting for a break in the conversation to speak. They just want to form their next opinion and spit it out, hoping you’re the one listening.

If you’re trying to sell someone – a customer, an employee, your child – you need to become a better listener. You need to stop interrupting. How? Take notes. Taking notes forces you to be a better listener. Because you’re taking notes, you can’t interrupt as often. Taking notes increases your retention by 25% and you’re more likely to take action on what you write down. Taking notes isn’t just for your convenience. It shows others that what they have to say is important. It shows respect. It shows that you care.

Stop it!: Interruptions annoy. Listen to understand, not to speak.

Would You Hire Yourself?

I’ve been asked by many in sales management what are some key questions they should ask an applicant for a sales position? Here’s three I’m always interested in.

  1. Why do you want to be in sales? This is a seemingly innocent question and maybe that’s why it works. You’ll get some funny responses, some quizzical looks, and some stammering replies.
  2. Why do you want to sell our service or product? You will discover if they’re looking for a paycheck or if they have a passion for your product. Also, if they’ve done their homework.
  3. How do you plan on finding new customers? This is a deal killer.

Consider it done: The job doesn’t belong to those who can do it. It belongs to those who want to do it and who will do it.

How to Remember Every Name Every Time – Guaranteed!

Photo of Tippy Walker from the television prog...

The best advice I ever got when starting my seminar business was when I attended a seminar by Bob Burg (Endless Referrals) years ago. He said that if you want to really impress someone, remember their name.

Bob said that he can remember the names of a roomful of people, and that after the program or when going to a cocktail party, he amazes them by calling them by name. He said he attracts people to him like a magnet. He’s like a name magician.

Taking Bob’s advice, I learned how to remember names and faces. I’ve done hundreds of seminars in hundreds of ballrooms across the country. I’m not as good as Bob. I have to work at remembering the names and faces. But I remember enough to amaze the crowds. I can’t count the number of times people have come up to me during one of the breaks or after the seminar and said, “How do you do that? How do you remember so many names? We loved your program, but your ability to remember names was all we could talk about at lunch.”

I’m not going to show you how I do it in this one article. But I will tell you three books I’ve used to teach myself: Remember Every Name Every Time, by Benjamin Levy; Amazing Face Reading, by Mac Fulfer; and The Wisdom of Your Face, by Jean Haner. The last two books are good because they get you to look more closely at the details of someone’s face, so you can tie-in the techniques used by Benjamin Levy.

But don’t fret. If you don’t have the time – or you’re too lazy – to read the books and apply their techniques, here is the easiest way I know to absolutely remember everyone’s name. It’s quick, easy, and guaranteed. This works especially well if you’re doing a group presentation in front of a crowd of hundreds.

At the start of the program, introduce yourself. “Hi, I’m Jerry Hocutt.”


“Now, to personalize our meeting today, let’s try this. Repeat after me: ‘My name is Peyton.’”

Crowd: “My name is Peyton.”

There you go. Now whenever you call on any audience member during the program, you know their name is Peyton. That wasn’t so hard, was it?

Say someone’s name and you’ll always get their attention: People will remember that you remembered them more than they’ll remember anything you said in the presentation.

Beware the Silent Buyer

The following excerpt is from Cast in Stone – 45 sales fundamentals that should never be tampered with:

Following up on a salesperson’s presentation (she lost the sale) I asked the prospect why he didn’t buy. Was it price? Competition? Were his needs not filled?

No, no, and no.

He said the salesperson was the problem. She talked too much and every time he tried to bring up a point, she dismissed it as if it was unimportant and continued on with her presentation. He said that he finally just kept his mouth shut, didn’t ask any questions, didn’t offer any comments, and didn’t throw out any objections. He just silently wished she would leave.

When she got back to the office she commented she thought the presentation went well and the customer “didn’t have a single objection.” She was pleased. Until she found out a week later she lost the deal.

Silence may be golden, but it doesn’t mean they’re buying.

To learn more and to order your book today, visit www.FootInTheDoor.com.