Sales Lesson From The Movies - The Godfather Part II - Hyman Roth

The best deal you’re ever going to make is the one you can walk away from”.

Words of wisdom for the beleaguered salesperson trying to close business these days.

You try again and again, but your prospect’s status remains the same - no decision. Instead they want to think it over. They want to run it by a few other people. They ask for more references. They want more proof! Ugh!

With indecisive prospects their conditions are endless - sooner or later you’ve got to “call the game”. In The Godfather Part II - Hyman Roth shares an example of how it’s done. 

The Scenario…
Michael Corleone arrives in Havana with $2 million brought to him by his brother Fredo. Hyman Roth is anxious to get the money and close the deal with the Cuban government, but Michael Corleone has concerns. Michael stalls and beats around the bush until finally Hyman Roth has had enough and he says the following to Michael Corleone.

Hyman Roth: “The $2 miilion you have in a bag in your room. I’m going in to take a nap. When I wake, if the money's on the table, I'll know I have a partner. If it isn't, I'll know I don’t”.

Hyman Roth grew tired of the chase and he “called the game”.

Just like losing at the blackjack table over and over - at some point you’ve got to know when to cut your losses - get up from the table and walk away. Same goes for any sales negotiation.

If you still don’t have a deal after the plant tour and offering a list of client references a mile long - chances are good you never will.

At some point it makes perfect sense to get up and walk away. Believe me, you’ll feel better for having done so. The key to any successful negotiation is knowing when to say when. The question is whether or not you have the common sense and courage to do so.

Click here to join the meeting between Michael Corleone & Hyman Roth