Smashed Glass…

Was talking to a client. Subject was how to improve sales.

I remembered an old sales story.  

A company sells shockproof glass.

The stuff you can bash and it'll still stay in one piece, no damage.  One salesman outperformed everyone else.

They ask him to reveal his secrets.  Man says: "I check who could use our product. Then I walk in to their office and take a square sheet of glass with me. I lay it on the receptionists' desk and I take out a big old hammer.

Smash it as hard as I can. Then I show it's still in one piece and I ask: 'who is in charge of buying glass here? We need to talk, you guys need this stuff'.

A demonstration is the best salespitch. Nothing else comes close.  As humans we're hardwired to believe what we see.

Seeing is believing, you know?  So, if you run a construction business you need to think long and hard about how you will demo your skills. Easiest way to sell anything to anyone.