Jon Carson Consulting March 2018

Convincing Garth Brooks to Relive His Javelin Throwing Days If I Can Do It, So Can You! When I was a television sports anchor back in 1992, I was looking to not only interview Garth Brooks, but to make a splash while doing so. My plan was to play to his love of sports. I managed to persuade Steve, the longtime keeper of the keys to track and field implements, for a javelin. I made it past security and took my cameraman to the room where Garth was waiting to perform. I busted in the door and looked right at him. “We’re here, Mr. Brooks, and look what I found!”

Initially, I thought Garth might be a football player. I soon discovered, however, that he was on the Oklahoma State University track and field team, with

I had him one-on-one, and for 15 minutes, he gave me a lesson on how to throw the javelin. My colleagues were mad as hell, but I got both the scoop and the story of the week. Reading this, you might be asking yourself, “What does this have to do with sales?” I hope everything. If your team gives up after the first no, you won’t be getting anywhere. In 50 percent of sales, people quit on the prospect after that first rejection, while 30 percent stop after the second. What if I told you that 81 percent of sales happen after the eighth touch or contact? Even if you ask each salesperson not to stop until after the third call to a prospect, they are in the top 10th percentile. I call this my green eggs and ham rule. Sam didn’t stop after the first no, and, in fact, it took him more than eight no’s to get a yes. But he did it. Ask your team not to stop after the first no. My philosophy is that whether you love me or hate me, you’ll never forget me — just ask Garth Brooks.

a specialty in throwing the javelin. With this, I had the key to the Brooks

mansion. All I had to do now was convince his manager to let me pull off the gig. Almost immediately, they said, “No way.” Even with that first no from management, I moved on to the green room — a

room where stars usually hang out before they go on stage. The next and final stop was the equipment room where I could make a request for a javelin.

Have a

Mom’s Mustard

LAUGH

This simple recipe is straight from my mom! Use it wherever mustard is called for.

Ingredients

• 1.4 ounces Colman dry mustard

• 2 eggs

• 1 cup sugar

• 1 cup cider vinegar

• Pinch of salt

• 1 1/2 cup mayo

Directions

1. Mix dry mustard and cider vinegar and let sit overnight at room temperature. 2. Beat in eggs, sugar, and salt.

3. Cook in double boiler until thick, stirring constantly.

4. Let cool.

5. Add mayo and enjoy!

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