Steven Bastian (Coldwell Banker)

Practice the art of the thrill—dress to impress and go big or go home.

In his bestselling book The Art of the Deal, Donald Trump provided a unique perspective on constructing and negotiating business transactions. But as much as we know Trump as a deal-maker extraordinaire, his greatest skill is his salesmanship.

Think of The Donald as a salesman on steroids. And in this lesser-recognized role, Trump practices the art of the thrill.

Want to know what I mean by this and what we can learn from it for our own salesmanship?

Consider the following:

Never do things for your customers and prospects in a small way. Make it big and important or don’t do it at all. I can assure you that when Trump takes a banker out to lunch to discuss a construction loan, he takes him out for a feast. He’s not out to save money on the meal; he’s determined to make money from it.

Now think of your own mental gymnastics when you invite a prospect out to dine. Chances are you think through the options, searching for a nice enough place but affordable.

Affordable?! If you’ve set aside $100 for dinner and drinks, push it to $200. If the prospect is big enough, consider $300 or even $500. Is it extravagant? Yes, but you’re out to practice the art of the thrill. No one will remember another run-of-the-mill dinner, but an over-the-top feast will make you the thrill-maker they remember.

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