| Tommy: | I'll have chicken wings. |
| Waitress: | Kitchen's closed until dinner. We just got cold stuff and deserts. |
| Tommy: | Boy, some chicken wings would really hit the spot. You sure it's closed? |
| Waitress: | Let me check. Yup, it's closed. |
| Tommy: | OK, I'll just have a sugar packet or two... Hey ,what's your name? |
| Waitress: | Helen. |
| Tommy: | That's nice; you look like a Helen. Helen, we're both in sales. Let me tell you why I suck as a salesman. Let's say I go into some guy's office; let's say he's even remotely interested in buying something. Well, then I get all excited. I'm like Jo-Jo, the idiot circus-boy with a pretty new pet. The pet is my possible sale. "Oh my pretty little pet, I love you." So I stroke it, and I pet it, and I massage it. "I love my little naughty pet—you're naughty!" And then I take my little pet and I go, RIP! "Oh, I killed it! I killed my sale!" That's when I blow it. But that's when people like us have got to forge ahead, Helen, am I right? |
| Waitress: | God, you're sick. Tell you what, I'll go turn the fryer back on and throw some wings in for you. |
| Tommy: | Hey, thanks Helen. Tommy like-y, Tommy want wing-y. |
| Richard: | Did that board to the head knock something loose? |
| Tommy: | What are you talking about? |
| Richard: | That 180 you just pulled with the waitress. Why can't you sell like that? |
| Tommy: | I was just having fun. If we didn't get the wings, so what? We still got that meat-lover's pizza in the trunk. |
| Richard: | Hey, you got the wings because you were relaxed, you had confidence, and that's what it takes to sell: confidence. Your Dad had that. |
| Tommy: | My Dad was smart; I'm not. |
| Richard: | Very true, but there's two types of smarts: book smarts, which waved bye-bye to you long ago; and there's street smarts, the ability to read people, and you know how to do that, just like your Dad. He was the best at knowing what people wanted to hear and what people needed to hear. That's what selling is all about. In a way, these people are buying you, not just brake pads. |
| Tommy: | Hey everybody, it's Tony Robbins. Maybe you're right, Richard. |
| Richard: | I think I am... |
