SITTIN’ ON THE DOCK OF THE BAY

Chances are you know ‘Sittin’ On The Dock Of The Bay,” which was a posthumous hit for Otis Redding. I’ll bet you can even replicate the trademark whistle heard towards the end of the song. It’s really hard to even imagine the song without it.

But what you probably don’t know is the whistle wasn’t supposed to be there.

Otis had planned to just start talking, telling a story that would go along with the song. That story had been prepared, written out, and rehearsed for the recording session, but when the tape was rolling, Otis forgot the story and started the impromptu whistle instead.

Everyone present agreed that the result just felt right, so they kept it in the song and it become a #1 hit.

What does this have to do with sales?

While prepared presentations are great, sometimes you need to forget the script and go with what feels right. Being able to address questions and concerns in an unrehearsed, impromptu style is actually more impressive to your prospect, and it will give them confidence in you and what you sell.

I am not suggesting you should “whistle” through a presentation. But you should be knowledgeable enough about your product/service that you can divert from your presentation and follow your instincts to close the sale.