I'm a Will Smith fan—have been since his days as a rapperwhen Iwas in college. I like his music as much as his movies. In 2005, hereleased an album with a single called, “Pump Ya Brakes.” It was amanual on how to behave when trying to get a date. As if the titledoesn't clue you in, he sums up his advice early in the song: “Be agentleman. Try to be gentle, man.”
Our three boys are 15, 12 and 9, so they hear, “pump ya brakes,”multiple times a day, though it's usually about running in thehouse.
But I also teach salespeople the same principle when it comes tocold calling. I know, I know. You hate that term, but here's thedeal: You're walking into a door where you don't know them and theydon't know you. I don't care how you dress it up by calling it“canvassing” or “prospecting,” that's a cold call. And it's notfun.
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