Also available at Barnes & Noble
“What excited me most about ‘A Salesman Forever’ was that I got to weave in parts of an actual sales speech I did 10 years previously, parts of interviews I had done, and previously unused material from writing I did after ‘Birth of a Salesman.’ The writing, the story and the characters come full circle.” – Carson Heady
Over a decade has passed since most of the events of sales book inside business conspiracy novel “Birth of a Salesman” and a nearing-40 Vincent Scott, once the 25-year old sales management prodigy, now faces several realities of career and life. Did he already peak? Can he play the prickly political game he’s embroiled in? What will be his legacy? His weekly columns, “The Vocational Viewpoint by Vincent Scott” are featured, highlighting his lessons learned on business and career while this time, those who have known Vincent since birth take turns in telling his sometimes tragic, sometimes tumultuous, sometimes triumphant story. Chapters chronicling involvement with our hero are included from old friends, lovers, co-workers and employees, each with their own take and tale of the weathered, seasoned salesman. The Vincent Scott tale reaches its conclusion as the series protagonist faces his biggest challenges yet: time, acceptance, forgiveness and the reality of attempting a sales management comeback after the brutal decade he’s been through and being put through the ringer worse than ever before in this final quest.
A SALESMAN FOREVER by Carson Heady
© 2016, Carson Heady
Copyright notice: All work contained within is the sole copyright of its author, 2016, and may not be reproduced without consent.
This book is a work of fiction and any similarities between real groups, corporations or persons living or dead is purely coincidental.
“If you want a happy ending, that depends, of course, on where you stop your story.”
“Sometimes, we think the more information we give a customer – if we just keep throwing facts and minutia and statistics at them – that they’ll eventually cave and make an educated decision to buy based on everything we’ve told them. That is the greatest myth of sales.
“We also occasionally feel that if we’re in a slump, the best way to break it is to just get a sale – any sale! – and that we should just start offering low end products solely to get someone to say ‘yes.’ Like desperation dating, begging someone to go out with you. It’s not true. We haven’t even overcome the price in our own mind, so we underestimate our customers’ intelligence and we totally break from any behaviors that have made us successful previously. Congratulations: you’ve decided to settle.
“When you meet with me or with your sales manager, we talk and talk about all of these great new ideas to try on our calls – we see the merit in these ideas and agree to go out there with this new method. Yet, when we face a couple of setbacks – which is normal in this racket where we’ve got a small percentage chance of even getting a decision maker on the phone, let alone getting one to listen – we just go back to old, comfortable ways of failing. We get so excited to even get somebody to listen to us that we turn back into amateurs. We try something on one or two calls and we stutter a little because it’s foreign to us… and instead of staying the course, and seeing out this new way of potential success that we already agreed was better than our old way, we give up and go back to the same old thing we’ve done to get us to mediocrity or less than expectation.
“Let me ask you something – how many of you are truly happy with where you are on the sales report right now? And, Alan, it’s OK if you are.”
The room was filled with laughter and Alan Banks – currently the top rep in the department – smiled and acknowledged the statement with a point and wave.
“There’s not really any hands up in here, which indicates to me you’d all love to be doing better. And to do better, to do more we have to make a change. A permanent, positive change. Because if we change and then fall back on old habits, we’ve been counterproductive. And we have to stick with that permanent, positive change through whatever setbacks present themselves. Obstacles are imminent, but your choice to let them stop you or to steamroll through them determines your destiny.
“Closing sales is sexy. It’s probably one of the five best natural, legal highs in the world.”
This statement also elicited laughter from the crowd.
“So why don’t we do it more? The biggest way to figure out why you’re not closing is to realize that 99% of their excuses are bullshit and that you’re not setting yourself up to win from the get-go. Every single thing you do, from the way you announce your name and purpose with confidence to the questions you ask and what you do with the information they load you up with determines your success.
“Do you think every time I pick up a phone and dial I know every single thing I’m going to say to that customer? Of course not! The problem is we over-think it so much; we try to arm ourselves with every little tidbit about the
customer and morsel about the industry – and then we get a voice mail. Come on! Turn your brain off, pick up the phone and dial. When you get a gatekeeper, you have a process: confidently state who you need. If you’re questioned, confidently say you manage the account and need to speak to the decision maker regarding the account. Don’t flinch. ‘Is he expecting you?’ ‘He very well may be!’ And when that decision maker comes on the phone, it’s the same thing: confidently state your purpose and roll right into the questions whose answers will help you build your case. It’s you against their objections and you’ve got a very brief window. Tom Cruise in Mission: Impossible has nothing on you.
“I love you guys. I love that you know so much about this product. Knowledge is power, but power is nothing if you don’t know how and when to strategically use it. Throwing out random statistics that have nothing to do with showing them how and why they’ll make a return on investment do nothing to build your case. Expecting them to buy without following the right process does not have a happy ending.
“It’s like you’re doctors, getting ready to perform some medical procedure, but you’re heading in with your scalpel without knowing anything about the patient! Step back for a minute. Get in your customers’ shoes. What do they need to hear before they make a buying decision? That they’re gonna make money! That the failures they’ve had with our competitors are not something they are going to face here. That trusting us to do their marketing is better than having them sacrifice their own time and effort or having their brother or sister or cousin’s co-worker do it. That they are going to get more back than they put in. That you’re going to be there for them every step of the way. That’s what they got into business for.
“I get it, it’s like a relationship. When you’re in the heat of battle, you’ll say just about anything to get what you want and sometimes you get desperate. But they can smell that desperation and it’s a turnoff. The words you choose to use and how and when you say them will make or break you. Telling them the history of the product without them asking or telling them you’re going to get them guaranteed Internet searches or their contract is extended for free just muddies the water; it confuses them. They didn’t ask. Stop the gimmicks.
“Sure, it’s great you know the details and fine print but these customers care about a return on their investment and the chances of that happening. That’s it. They’ve all advertised before – they’ve had some bad investments and that makes them a little skittish around you. They don’t know you and they don’t trust you. Until you have established yourself as different than every other salesperson who’s called them since the dawn of their business and you’ve shown your product is better than everything else they’ve seen, you’re not worth their time. And with all of the potential customers we are putting them in front of in our online and paper directories and our fliers and our materials, how in the world can they not make a huge profit?
“Do you believe in our product? More importantly, do you believe in yourself? Every call and day has its ups and downs, but it begins and ends with your decision to excel.
“And I get it – we do the same thing day in, day out, every day. Cold calling two-to-three hundred times in a day sucks and it’s easy to get caught up in that. But do you want to be doing this for the rest of your lives? Is this your end game? If you’re happy doing this forever, that’s fine and good, but a lot of you want to use this as a stepping stone to something better. As well you should! But once you’ve paid your dues and you’ve learned how to master the cold call
or sell huge programs over the phone to these CEO’s and business owners, you can write your own ticket.
“But it isn’t going to happen overnight. You can’t have a good month or two or even six and just magically expect a promotion and shut down when you don’t get it or get an attitude or walk around like you’re better than this place. This game it’s about bringing your ‘A’ game every single day no matter what – no matter how many changes occur or things you think are unfair happen.
“It’s a marathon race, and you can’t let up for a second because somebody will pass you up. Look around – there’s 220 people standing with you. Are you the top half-of-a-percent in this group? Because that’s what it’s going to take to get promoted in this bunch. If not, what are you going to do to get there? Because it does you no good to whine and complain about getting passed up after the fact, after you’ve already let it happen.
“You just told me you’re not satisfied with where you are on the sales report, so what are you going to do about it?
“And here’s the thing, ladies and gentlemen: I’m not asking for major, drastic changes. It’s just small tweaks to your presentation that make all the difference in the world. Tired of being hung up on? Figure out where you’re losing them and fix it. Tired of being told ‘no?’ Figure out where you’re losing them and fix it!
“Tired of being treated like a telemarketer? Don’t act like one!
“From the moment they answer the phone, you’ve got to act as if this is the most important call they’ll ever take – you’re calling to save their business with an ingenious idea.”
The crowd laughed, smiled and clapped, clearly agreeing with these sentiments given to them by their leader at the onset of their selling day.
“There’s no reason why you can’t do anything I’ve done. My job is here for the taking. In fact, aim higher. Be fearless. The only thing to fear is continuing to have results you’re not happy with. Don’t let your name be on a report next to a number that’s not indicative of who you are and what you want to become. Don’t get off a sales call without either closing the sale or knowing exactly why your customer didn’t buy. The truth is, every objection is a load of jive. If they believe in what you have – if their fear of missing out on something outweighs their fear of change – they’ll put their partner on the phone… they’ll understand that they will make a return on investment… and they’ll make the time. There is only one real sales objection. Do you know what it is?”
The audience clamored, but not with answers. They were teeming with excitement over what had been said and what was to come next.
“It’s lack of belief. Think about it. If I told you today that you could donate $1 toward the Vincent Scott Aston Martin fund, you’d laugh at me – and rightfully so. Because I didn’t show you any value. Maybe if I gave you a ride in it, you would, but that’s neither here nor there. However, if I told you that I could turn a $100 investment you make today into $1,000 tomorrow, you’d rush to the ATM. Right? And why? Because I showed you a return.
“Show your customer a return on investment, and they will make the decision to buy. And I want you to think about those words: they will make the decision to buy. You don’t sell anything, and you can’t say anything that will force them to open their wallets. However, when you overcome that one sales objection – their lack of belief – they will make the decision to invest in you and what you’re pitching. When they fear missing out, they will make the decision to change what they’re doing in favor of what you propose. When they understand
that this is a strategic risk instead of just the same old, useless advertising they’ve wasted money on before, they will follow you and they will sign the contract.”
“Yeah! That’s right!” the shouts came from the crowd. This team was pumped and ready to dial.
“In closing, team, I get asked all the time what my greatest accomplishment in my career is. And it’s being right here, right now, around the greatest sales professionals I’ve ever been blessed to be around. When I hired each and every one of you, there was this conviction and passion and fire in your eyes. Sometimes, it dwindles and flickers in even the best of us. But I’m telling you right now – every single day, we have to make the conscious decision to re-light the fire. Accomplishments look great on a wall or desk, but the experiences we create today for ourselves and the business owners we save last a lifetime.”
More cheers erupted from the crowd.
“Let’s finish this month out like the champions we are!”
In Present Day, Vincent Thomas Scott, the Third finished watching the tape of a speech he had given nearly a decade prior during what was now undoubtedly what he considered his peak professionally and personally. His former self pointed to the back corner of the office, behind the gathered crowds that encircled him in the midst of the sales floor of a call center, where sales manager Jimmy Sander activated his computer speakers at full force filling the office quadrant with the strains of Queen’s “We are the Champions.”
The video version of Vincent waded through a crowd of sales managers and reps that high-fived him and marveled at his presence, his bravado, his swagger. Today’s Vincent watched his former self genuinely smile and bask in the praise and accolades while making his way past cheering people he had hired and coached. Ironically, there were also a handful of female sales reps in the audience he had foolishly succumbed to at various points because the workaholic married to his career never made time for anything outside the office pool.
This experience of reviewing documented evidence of such a climactic moment in what felt like a past life was wholly bittersweet.
The longing for those days occasionally crept into his consciousness. He missed the ovations, the responsibilities, the coaching, the feeling of accomplishment and accolades from those days that seemed so far away.
Why he still had the tape, he had no idea; the thought had crossed his mind numerous times to do away with it and any other relic from that seemingly other lifetime ago. However, they remained in a box that seldom saw the light of day. A box that was stuffed with awards, old sales reports and a stack of thousands of pages of documents pertinent to the sum of his career’s parts.
He put the tape in the box, glanced at its contents and closed it yet again. Contemplative, he sipped from a scotch at his side.
Asleep in her room midway down the hall was his precious, smart, beautiful 8-year old daughter, Elizabeth Scott. They had spent an evening playing games and watching a movie prior to Vincent’s departure the coming morning. When with his daughter, even workaholic Vincent dropped everything.
The 8-year old love of his life had been the shining spot of the last several years of his tumultuous personal and professional existence. That innocent face that Vincent had fought and sacrificed so much for – those cheeks he kissed incessantly both while she was awake or asleep – was what kept him going.
She was the spitting image of Vincent at the same age, albeit in female form and exhibited many of his other qualities in her advanced intelligence, articulation, vocabulary and gifted abilities. She was also occasionally – like
Vincent – a little too smart and sassy for her own good.
Now older and significantly hardened emotionally and psychologically, greying at the temples with longer brownish, reddish-blond hair to mask any thinning that had come with age, with the scruff of several days’ worth of facial hair and significantly less twinkle in his greyish blue eyes, Vincent sipped from his scotch while he contemplated the past, current state of affairs and potential outcomes.
What seemed a lifetime ago, he had enjoyed a meteoric, tremendous rise eventually followed by a crushing and undeserved fall. In the years since, he had been obsessed with scratching and clawing his way back all by himself.
Tomorrow was a very important day and this stroll down memory lane – while partly necessary – could wait.
The alarm from Vincent’s phone erupted to the tune of Huey Lewis classic “The Power of Love” from Back to the Future to signify that it was 4 AM. Reluctantly, Vincent reached for his phone, fumbled for it and managed to activate the snooze mechanism. He would utilize it three times totaling thirty minutes on this day, rising at 4:30 to put on socks, tennis shoes and some shorts.
He would hit the treadmill for a run of a few miles, slow to a fast walk intermittently while he could read a novel or watch Netflix or blare tunes and take a break to lift weights. It was the only time of day he could control and only time he could completely block out everything – as his feet pounded against the tread, the music and the motion drowned out any preoccupation with the day ahead or present circumstances.
At precisely 5:50 AM, Vincent would kiss his princess on the cheek, hoist her from her bed into his arms and carry her to the living room couch. Lying in wait for her would be a Netflix selection of kids’ shows, a bowl of cereal and her clothes for that day.
Vincent showered while his daughter ate; then dressed.
“Elizabeth, it’s time to brush and brush,” he said, switching off the television. “Please hurry – we need to go soon.”
“Are we late?”
“Are we ever?”
After the routines of brushing teeth and fixing hair and dressing, Vincent helped Elizabeth put on her coat. He grabbed his black leather jacket, diamond-crusted Bulova watch, his fitness band, a baby blue wristband on which was inscribed “Blue Skies” and a gold ring etched with the emblem of his most prominent former employer that bore a diamond.
“Please grab your bag,” Vincent instructed.
Elizabeth picked up her book bag and Vincent retrieved the two bags of luggage sitting by the door.
“I’m going to miss you on your trip, Daddy.”
“I’ll miss you too, baby.”
“When will you be back?”
“I’ll be gone for three days, so I’ll be back in time for the weekend.”
Vincent knelt down and hugged his precious daughter.
Walking outside into the crisp, cool fall air of Minneapolis, Minnesota, Vincent Scott and his daughter Elizabeth walked to the garage. Vincent unlocked and lifted the door, revealing his black Aston Martin DB7 Volante convertible. While ten years ago, he could joke about his aspiration to own one, he had finally made the acquisition.
With the flick of a key switch, the boot opened and Vincent placed his luggage inside. He opened the driver’s side door and Elizabeth made her way into the backseat’s child seat. It would be mere months and she would not require it anymore; she was getting so big, so fast.
Vincent checked his mirrors, backed out of their garage and headed toward Elizabeth’s school which was less than a mile away. He dropped her off at the before-school care he provided for her, hugged her multiple times and relished those last few seconds of happiness with her. She would wave and say, “Goodbye, Daddy!” and blow him a kiss that he caught with his left hand and rubbed all over his face to her delight.
Once he hit the door and walked back into the frosty morning, Vincent’s demeanor shifted to mirror his surroundings. He had learned long ago to acknowledge the existence of any feelings of sorrow or doubt and dismiss them into the same oblivion to which he had banished many painful memories of his past. He had to consciously switch from loving Daddy mode to his ice cold, no mistakes persona. He wouldn’t see his daughter for three days and had to shut off the part of himself that would allow that emotion to exist.
Today was a very important day and he had no time to let these ghosts of sales lives past stand in his way.
Vincent left his Aston Martin in the garage adjoining Minneapolis-St. Paul Airport and retrieved his bags. A brief stint awaiting his turn in the security line followed by the walk to his gate ensued. He boarded the flight to Washington, D.C., and took the Sherlock Holmes novel from his bag. In a few hours, he would be in the spotlight, and while Vincent Scott didn’t allow his nerves to bother him, today they carried with them a slight twinge.
The Vocational Viewpoint, via Vincent Scott
(Republished with permission)
“How do I ‘sell myself’?”
Answer: “You’re already in sales, and you don’t even know it!”
From today’s mailbag: “I’ve been told that sometimes I need to ‘sell myself’ like when attempting to get a job or to be considered for other projects or roles at work. How do you suggest I do that?”
It’s been said everything comes down to the psychology that lies behind selling, whether we’re trying to convince our kids to get themselves ready on time in the morning or eat their vegetables or we’re selling a dinner companion on going where we want to go or what we want to do. All methods of convincing, from business to politics to personal relationships require utilization of the same principles used when we successfully negotiate a deal – large or small. These interactions require a knowledge of our target audience that can be ascertained through experience or inquiries, of the scenario and of the factors required that could lead to the outcome we desire.
We are constantly utilizing a process of some sort to obtain desired results, for a variety of reasons in a number of circumstances. It is up to us to determine the goal we have in each individual situation, figure out how we will uniquely and exceptionally approach the scenario, what steps we will take to uncover any opportunities or challenges, and ultimately how we will persuade the recipient of our words and actions to choose our proposed course of action.
Look at all of the similarities between the sales cycle and sales food chain (my terminology for the ties that link leadership to sales professionals to customers).
When you seek an additional project or new role for yourself, you have a clearly defined goal in mind.
Similar to when you are selling a product or service, there is competition – other people are also being considered for these potential roles and projects.
Similar to a sales process, it falls on you to show a potential customer/end user – in this case, an interviewer or person in charge of the project you seek – why you are the one and only.
Similar to selling, you have to uniquely stand out, show that your relevant experience is superior to anything else out there, and you must present specific examples of times in the past when you successfully fulfilled tasks that will be required of you in the new position. An interviewer wants to visualize you achieving these things for them; it’s far easier to do this if you have done these items before to great acclaim and have the numbers to back up the success you claim.
1. What is your goal? Look at what you are attempting to achieve and contemplate fully why you are the perfect choice. It really comes down to you convincing the interviewer or manager that you are the right choice.
2. Foresee challenges and areas of opportunity, and be prepared to answer for them. Do you lack necessary experience that you can make up for with supreme excellence in another area? For example, you do not have any experience on a certain component they are looking for but you have adapted well in previous situations and have a plethora of experiences in a certain component of sales? Closely examine a job requisition or project description so you know exactly what is expected of you. Prepare your approach and how you
plan to correlate your relevant experience to the task at hand. Be sure, however, not to brush off the significance of what you do not know, or attempt to undermine its importance to the role; acknowledge the challenge you see before you in making that skill a part of your toolbox and have a plan to do so.
3. Stand out! It’s so easy for anyone to have a resume, wear a suit, and show up. What did you do to make yourself memorable? Do you have a video resume, showcasing your speaking and presentation skills? Do you have a brag book compilation of awards and recognition and achievements and letters of recommendation from your career? Have you arrived at the conclusion of why you are a better candidate than anyone else out there? If 100 or even 5 people are up for the same role as you, it’s vital to stand out as the obvious choice because the odds are against you unless your distinctive vitality stacks the deck. In most of these cases, unless you are seeking a role that is hiring a massive group at once, there are no points for second place.
4. Learn. No great salesperson was flawless on their very first sales call. Like any situation, you follow a process and make a presentation and you make tweaks here and there as necessary as you learn what works and what does not. You may stumble through a job interview. You may not have a perfect answer to an out-of-left-field question. But the more you seek out and experience these scenarios and the more you put yourself in the situation to be in these discussions, the better you will be at them.
5. Seek feedback. Even if you are not qualified and the final decision is to go with someone else, ask for constructive feedback during and after the process. Find out who other people you should connect with might be. Figure out where your skill set may even be a better match in their department or organization. Following up with these people who took time to consider you for a role makes an imprint!
When in doubt, think about what the average candidate for any of these things would do, and take it upon yourself to do more, do bigger, do better! Remember that when you are selling yourself, you are showing why you are the clear choice; you are rising above the pack of status quo and you are ensuring your target audience sees in you something that they want for their team.
Lack of experience can actually be made up for with passion and enthusiasm; they can train you on what you don’t know, but cannot train personality. Lack of sales experience can be made up for with the right attitude and work ethic; you can gain necessary experience on the job, but you cannot be successful in sales without hard work and perseverance. Lack of knowledge of a certain component of their business can be made up with by a track record of adaptability and success – we all have a knowledge gap when we start a new role; if you’ve shortened that up in previous roles, it can bode well in a new one.
Just like sales, you will not win every time out, so you want to prepare yourself for that and be realistic with your expectations; you also want to take each experience and learn from it, expound upon it and master that process until it becomes second nature. You will take the losses as lessons and the wins will become more frequent.
Selling yourself is like selling a product, only when you sell yourself, you must believe you are selling the greatest service of all!
From the moment you were born until the second your soul vacates your body, you are convincing people to do things: feed you, hire you, assist you and that they need what you have. A certain degree of these survival skills are
innate; we cry out when it is our only form of communication to indicate hunger. Many of us find ways to persevere through bad news, dark days and loneliness. But, in the case of using these skills as your occupation of choice, there are those who come with only the weapons life handed them and those who spend their lives improving their craft and sharpening their sword.
Selling ourselves is the most important sale we make. In this life, outside of those who genuinely care about you and are in your corner, few are going to give you “a shot,” much less the time of day, unless they see value to themselves in doing so. In a world where many are obsessed with finances and careers and superficialities, if you are going to get ahead you will very much have to learn how to make yourself a product other people cannot live without. You’ve got to create the demand to provide the supply.
Irrelevant to your current circumstances, everyone has a talent, the fortunate have several and the smart work to improve in numerous areas; there is no better life than the one where you can use yours to make the world just a little bit better for others. Making a difference is not always going to consist of being elected to high-ranking public office or rescuing those in distress. For the vast majority of us, it will come down to being able to leave your mark by giving to others with what you have. It will revolve around finding people and influences and inspirations that make us better and enable us to fluently express the best versions of ourselves and our gifts. It is about being the best we can be in all facets and with everyone we are fortunate enough to come into contact with.
When the word “sales” is uttered, our minds leap to a variety of connotations – often negative. Any moniker can be sullied by dishonorable inhabitants of the species; not all lawyers or politicians are beloved either despite the necessity for their kind and the hard-working, valiant among them. Salespeople are integral to the economies of our society; they keep the mechanics behind supply and demand flowing by increasing the demand and moving the supply. Many of them are hard-working, bread-winning, example-setting mothers and fathers who take up this noble trade to provide. Others are schooled professionals making their splash in the working world. And a multitude are those who entered the workforce early so they could support themselves. Considering the rewards for ruling this terrain, the population of the salesforce will never waiver and the incentives to master the craft will never dry up.
Your connotation of sales could quite easily be one of avoidance; you elude the sales call, have zero desire to be a part of the selling culture and you lump salespeople all into the same stereotype: over-aggressive, egotistical, unethical pigs who prey on anyone they can to make a buck (and there are plenty of those out there). Nevertheless, unless you never intend on supporting an initiative, landing a job, getting a raise, entering into any kind of relationship or getting your way in any aspect of life, you will require these selling skills in order to effectively forge your path on the road of life.
Figuring out your desired or chosen journey in the workforce is something that takes shape over many years of your existence. While you may be one of the lucky ones who plots your course early and sticks to it for the duration of your career, many are not so fortunate. It can take years to determine a career path, a career can be derailed or an industry can change so much that you must decide to change with it or move on to something different.
Once you have established how you wish to impart your gifts on the world in a chosen field (if you are lucky enough to get to do that), you must determine how you will earn the credentials necessary to start on the ground
floor of said industry. You must ascertain how you will utilize or construct a network of people able to aid you in this endeavor. You must compile your qualifications and accomplishments into a piece of paper and a process that will get you noticed by the right people, face a plethora of potential opportunities and likely rejections and weave your way through the idiosyncrasies of the interview and hiring framework required just to participate.
Each step along the way necessitates selling yourself: why are you qualified above all other applicants? Why should a hiring body recruit you over someone with more education and more experience (because there will undoubtedly be someone to rival you)? Why will you keep the promises you make on interview day?
Those looking for rhyme and reason to each and every occurrence in the application and interview process will often come up quite befuddled; these are processes – like games of chance – that are designed for a particular outcome and the House can very well win. The odds are stacked heavily against you even if you are quite capable and qualified; in any particular role you could be up against hundreds – if not thousands – of other applicants.
The automated resume reading tools are designed to eliminate your resume if they do not feature minimum thresholds of required experience and education and keywords that can change as rapidly as the search engine algorithms or politicians’ stances on the issues. Getting the interviewer who will mesh with your canned responses can be like getting the right judge in a court case. Being able to recall and recite the right responses at the most opportune times, keeping your interviewer captivated and following all the unwritten rules like following up with a note and showing the right amount of interest and responding to questions about money properly are like Han Solo navigating the Millennium Falcon through the asteroid belt in The Empire Strikes Back. “Never tell me the odds!”
In short, you are in the highest stakes situation of your life and you must maintain your calm and cool like James Bond swilling martinis staring death in the face at the baccarat table.
Whether you have it in your job title or not, you are going to have to sell concepts, philosophies, your will and yourself every day of your natural life. You might as well be great at it.
Also available at Barnes & Noble