Max was about 18 months old. Little, little guy.
One day he came toddling up to me and asked for a cookie. I reached for the cookie jar. He’s SO excited. He’s jumping up and down, squealing with delight. I became just as delighted because he’s so darn cute. I placed the cookie in his chubby little toddler hand.
He looked at the cookie, looked at me, then back at the cookie. Then he brought out his other chubby little hand and said,
“But, Mom, one needs a friend!”
Not even 2 yet and I’m sold! Of course that kid got another freakin’ cookie!
Since then, Max has demonstrated, time after time, that he’s harnessing quite the power of persuasion. This kid really understands, at an innate level, what it means to influence people and how to influence them, using approaches that appeal to the other person, not just himself.
Fast forward.
Max’s 14th birthday is coming up.
He’s turning into a young man now, so his birthday list is much shorter and MUCH more expensive. He wants just 2 things. And each is in the $150-$200 range.
One is a belt. Yes, you’re reading this right…a belt. Not just any belt, friends. A B.B. Simon belt. If, like me at first, you haven’t a clue what that is, check this baby out:
It’s custom-made. It’s bedazzled with “Swarovski crystals”. The kids love them and they’re all the rage right now.
They’re also $150. That’s not a decimal point typo.
Since this is Max, I know that, leading up to his birthday, he’s gonna be putting on his best show. He’s tenacious as hell, this one, bringing it up at every opportunity. And I’m like, you’re not getting a $150 belt. Stop with the belt thing! But nothing is stopping him. He’s being really persistent.
I’ve told Max over the years that his persistence and tenacity will pay off. That it will be a key strength and ability throughout his life. I’ve told him many times that he could be amazing in sales. Because he’s going to do what many in sales won’t do…which is ask more than 3 times.
The kid literally has no fear of asking for whatever he wants. No shame in his sales game!
It finally got to the point where I was worn down enough to turn this birthday belt request into a sales challenge. I tell him, okay, I get it. You love the belt. You want the belt. It’s all you talk about. But now it’s time to refine your approach. Because at this point, you’re beating a dead horse and I kinda don’t want to get you that belt!
I tell Max to shift focus. Think about it terms of what I care about.
Enter the Why 3×3 method!
I suggest that he come up with 3 reasons I should get him the belt, and then present them to me in 3 ways:
- Tell me what you’re going to tell me.
- Then tell me.
- Then tell me what you told me.
I mention that people tend to remember things in threes and sent him off with his assignment. I’m thinking it’ll take him at least a day or two.
He came back in 20 minutes.
He told me he had given it a lot of thought, and was going to give me 3 reasons why I should get him the belt.
#1 “You’re always concerned about how I present myself. You’ve taught me how important my appearance is. So this belt is gonna really help me level up with my appearance. It looks good and helps keep my pants up. Plus it’s nice to wear on special occasions.”
I’m thinking…okaayyy nice job. He’s already hitting it out of the park!
#2 “I know how much Grandpa Tom would want me to have this belt.”
Grandpa Tom happens to be my dad, and he passed away a couple of years ago. In our house, we’re always talking about and thinking of ways to honor and celebrate Grandpa Tom.
#3 “……………….”
I don’t even remember #3 because by the time he got to my heartstrings with #2, I was stunned to the point of tuning him out! I was just so dang proud of the thought and effort he actually gave this birthday belt sales challenge!
I’m thinking we could borrow a couple of pages from Max’s playbook!
What is your guess? Did I get Max the belt? Hit reply!
