00:00Now, they're almost always going to take you to the dining room table, and they're going to offer you something.
00:04Whatever it is, always take the fancy option.
00:07Can I get you a coffee or a tea?
00:09I would like a tea, please.
00:11We have some homemade lemonade or a soda.
00:13I would love a lemonade. Thank you.
00:16Why?
00:18Because we're never going to be the cheapest option, so we have to be the best.
00:23And they want...
00:24No.
00:26They need to feel that you want the best, too.
00:29That's why our trucks are the newest or the cleanest, and our drivers are approachable.
00:35Now, after you've done the math and you've shown them how much they can save over the long haul through
00:40proper maintenance,
00:41you need to get them to sign.
00:44But the problem is, by hiring you, they need to fire someone else, and that's never easy.
00:52So, after you show them the number, you look up at them.
00:59You look up at them, and stare.
01:02You look up at them, and stare.
01:04Stare longer than you should.
01:20This is not a joke.
01:24You will only keep this job if you close, and that's not funny to you.
01:29I'm only interested in this company growing, and when it isn't, it's not very funny to me at all.
01:36These people work very hard for their money, and these other guys are ripping them off, treating them poorly because
01:43they don't know.
01:46So, when you look them in the eye, you have to believe that we are better, and we are.
01:56But you will never do anything as hard as staring someone straight in the eye and telling the truth.
02:02Lastly, I'll be happy with you.
02:02.
02:03.
02:03.
02:03.
02:03.
02:03.
02:05.
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