Todd and I are going to show you a couple of examples
about how to barter a pen.
I'm going to play the role of sales person
and he's going to play the role of the person I'm trading with.
Remember the rules.
Each week, starting with this pen,
you're going to trade for something of greater value.
Use your sales skills and disciplines
and you can truly turn this into something amazing.
Todd are you ready?
Yep, Greg.
I'm ready.
OK.
Great.
Let's assume that Todd is just a guy walking down the street.
Hey, can I interrupt you for a second?
Sure, what's up?
Well, I'm hoping that I can trade this pen with you
for something of greater value.
Can you help me?
Why are you asking me?
Well, I'm just hoping to trade this pen for something
you may have on you for something of greater value.
What do you think?
Sorry, man.
I can't help you.
OK.
So I was unsuccessful.
That's OK.
He's only one guy.
But notice what happened here.
I just barged right into this conversation
with no back story, no context, no reason for Todd to care.
I think I can do better.
This time, I'm going to approach him
with some context, some reason I'm there,
and some explanation, and then maybe a crisp ask.
This time, let's assume that Todd
is the front desk clerk at a local hotel
and I make an approach to him.
Good afternoon, how can I help you?
Well, I hope you can help.
I've been given a very strange assignment.
And I actually have a question for you
that you probably don't get very often.
I have this pen.
And I've been given the assignment
to trade this pen for something of greater
value each and every week.
And so I'm hoping that you're willing to trade something
with me for this pen.
What are you looking for?
It's a good question.
Could be anything.
Could be a stapler.
Something that a guest left behind they
haven't come back to retrieve.
Anything you might have that would
that you'd be willing to trade for this pen.
Well, I can't give you our stapler.
We need that.
Understood.
But a guest did leave behind a phone case.
I don't think they'll retrieve it.
We could trade that.
That is perfect.
You'd be willing to do that?
Sure thing.
Wonderful.
I will trade you for the phone case.
Thank you so much.
I really appreciate your help.
This is what I was hopeful for.
Now notice what happened here.
Even though our interaction was initially a little bit awkward.
Now I approach Todd with a little bit of context,
a little back story, and I was much more
specific about the items that he could help me with.
When you include those things, people
are more readily able to help you.
I hope these couple of examples have given you
some ways to think about this barter assignment.
Remember, you can learn something as little as a pen
into something amazing.
Craig WortmannCEO, Sales Engine Inc; Venture Partner, Pritzker Group Venture Capital; Clinical Professor, Kellogg School of Management
