“Performance stands out like a ton of diamonds. Non performance can always be explained away.”
-Harold S. Geneen

Tuesday while driving home from family vacation I spotted a diamond behind the counter of a gas station register. While I walked into the 15×15 ft tiny room that held only a cooler and two racks full of snacks and candy bars, that “diamond” (otherwise knows as Jack according to his name tag) was delivering a dazzling performance. He leaned over a small microphone that could be heard through the speakers at the gas pumps and enthusiastically announced, “Hope your day is going great! For the next 10 minutes ONLY we have a buy two candy bars get one free special! Come on inside and treat yourself!”

Then as I approached the counter to pay for my daughter’s bag of pretzels he smiled and said to me, “Those pretzels might make you thirsty. Right now you can get two 16 oz Cokes for only $2.22.” I walked out of that store spending slightly more than I had planned but got an opportunity to watch a top performer in action. I had never seen somebody work a cash register and a mic with such passion. As I walked away, I wondered how many additional sales he created each day, month, or year just by LOOKING for additional sales opportunities with EVERY customer. Is there any doubt this sales HABIT will produce significant and sustainable results? Of course not!

So this week, be like Jack! Let NO prospect leave you without you having tried to sell and serve them more. So go for the add-on sale! Ask for the referral! And make it a HABIT. Because the only difference between Jack and the average “non-performing” salesperson is he knows the formula to becoming a Diamond. It’s to LOOK for diamonds in every prospect he sees.

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