Say “Yes, please!”

I was a newbie in sales and accompanied a senior sales person to their customer. During the introductions the gentleman asked whether I would like to have a cup of tea. Not being a tea drinker, I respectfully declined. After a moment of silence, the gentleman said, “Son! You’re new to the business, so let me give you a tip. Whenever someone offers you a cup of tea, say yes. Whether you drink that cup or not is entirely up to you. However, by offering that cup of tea, the person has just given you ten minutes of their time. Use that time to start your conversation. Get to know the person. Find out what they need. What their business is. How can you help? Those ten minutes are a gift which you are declining when you decline the cup of tea.”

Those honest words had a resonating effect. What he said was so simple and truthful. Time is the most precious commodity anyone ever has. When someone is willing to share their time, make sure you make the most of it.

Now whenever I go to a customer, if they offer tea (or coffee), I say “Yes, please!” They have just offered me the opportunity to engage them in conversation. Hopefully this conversation can help me and the customer in achieving our common objectives.