When you’re selling, stay ready.

0:00When you sell, stay ready. A while back, I rolled up to a gas station in a supercar and start pumping gas, and a kid comes up to me and he's like, "Hey, do you want a free sample of perfume?" I was like, "Yeah, sure." He squirts my wrist. He asked me if I want to buy the bottle. I said, "No, but you know what? I'll give you 20 bucks just for trying to encourage entrepreneurship." And he says, "Cool, do you have 20 bucks in cash?" I said, "No, I have a card though." And he was like, "Okay, well, let me go get the card processor." So, I'm standing there, my gas is pumping, and I see him just stand there as another guy is pitching some group. Doesn't say anything for minutes. My thing clicks, and I was like, "All right, take it, put it back inside the car." He sees me and he's like, "Whoa, whoa, whoa, bro, bro, bro." I start driving away. He's like, "Hey, man, I'm about to get the thing." And so, I said, "Listen, man, I'm driving this car because I sold the way you're selling. I get it. So, let me give you a couple pieces of advice if you want to take them. One, as soon as the customer says they'll give you money, shut up. The second thing, as soon as someone offers you money, always have a way to process the money. Third, if you have a closed deal and someone else walks in, you tell the person who is about to walk in to wait, you have the deal on the table.

0:52You made all three mistakes. This will teach you far more than my 20 bucks would ever give you."