Always be closing
Dave hired me for my first job out of college at Textron Financial. After a year spent in the back office, Dave moved me into a sales position. I found my first deal in that first month and Dave guided me through what to do. The company was called Ocsidot Printing run by a salty old italian guy named Frank Todisco (Ocsidot backwards).
Dave wanted to go with me for my first closing and I will never forget what happened next. Despite the fact that Frank had signed a proposal and given me a deposit, he notified Dave and I that he was not going to do the deal with me. His banker had convinced him to use the bank instead and he didn't have the heart to tell me.
Dave asked Frank if he was a man of his word. Frank said he was. Dave then asked me for my pen. He held his arm out and put the pen an inch from Frank's nose. He said that if you are a man of your word, you will sign the contracts. Frank stared at the pen for 30 seconds and Dave didn't flinch. Frank grabbed the pen and started signing.
I was in shock and awe.
Amazing salesmanship. It's a story I tell often. Miss you Dave