HOW TO CLOSE A DEAL by Joseph Tom Riach

The six in the morning glint in farmer Sandy Duncan’s eye was induced little by the watery, winter sun rising over the Grampian hills but much by the mischief occupying his mind. Thumbs entrenched in classic rural manner around the bib of his mucky dungarees and chewing on unlit clay pipe, he was leaning by the gate of his ‘bottom field’; that rough tangle of gorse and weed farthest from the farmhouse, lowest down by the stream and a veritable bog of sodden misery lying in wait for the unwary.

He turned his eye to the mud, gravel and pot-hole mosaic of track lurching upward from his lolling point and scanned narrow-eyed for his prey. A thin smile glanced his lips. His intended victim was to be yet another ‘pretentious, pinstripe-suited, city slicker’ lured at unholy hour to this ungodly spot by Sandy’s vague insinuation of ‘lucrative business to be had’, only to be waylaid in the stinking myre of Sandy’s midden and sent empty-handed on his way, a muddied, soaking and humiliated mess.

But as Sandy caught sight of the old and battered Land Rover weaving its way along the lane towards him, his eye-brows furrowed, the image of his perfect ambush wilted somewhat and his pipe sagged in his lips. What was this?

I pulled the Land Rover to a halt with a squelch and not unimpressive slither, smack in front of Sandy, threw open the door and jumped out. He was crestfallen to see that I wore knee-high wellington boots, denim jeans and a tatty Barbour jacket. Before he could say a word I fearlessly grabbed his sharn-spattered hand, shook it vigourously and proclaimed, “Good morning Mr.Duncan, this is quite some place you’ve got here. I’m told you have the finest beasts (cattle) in the glen. Can we go see them now?!” A canny pause while he scrutinized me thoughtfully, then a drawn out, “Aye, we can that.”

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Twenty minutes and a soggy sludge through the fields later we were close up and personal with his prize herd in the byre (cow-shed) and he was introducing me enthusiastically and in detail to each and every one of them. Bang! – Deal closed! Yet not a word of any potential business of any kind has been mentioned. We have just met.

The rest of the day passed with Sandy proudly showing me around the entire farm and concluded seated by the massive open range fire in the kitchen, his wife Janet prodding me with queries of my life and treating me to her freshly baked scones; my genuine and enthusiastic approval of which dealt conclusively with any possibility of opposition to any business proposal from that quarter.

The next time I visited Sandy, he and his wife welcomed me glowingly at the door of their farmhouse. The day passed with heaped servings of Mrs. Duncan’s hot girdle scones, mugs of farmyard tea and hilarious tales of city business executives whose pride, sanity and Armani suits Sandy had gleefully sabotaged during early morning rendez-vous in his bottom field.

Only as I was leaving did Sandy ask for the first time about ‘business’. We exchanged a few words, agreed a course of action and shook hands.

And that … is how to close a deal.

I am Tom Riach. I live and write in the sunny south of Portugal. I hope you enjoyed this sample of my work. Find all my current titles (novels and ‘personal achievement’) at Amazon, Barnes and Noble and other leading book stores. Click the image below.

“From every book written by Tom Riach you will gain unique insights to success, you will laugh, you will reflect upon your own character, and sometimes you will just sit in awe of his mastery of life, business and the simply written word.” – Randy Ireland, SFI Team Leader, Sulphur Springs, Arkansas

© Joseph T. Riach 1998-present. All rights reserved.

WHAT’S YOUR VALUE by Joseph Tom Riach

A young man went for a job interview. Among other things he was asked how much he expected to be paid for the work in question. Wishing to improve on his current earnings but not wishing to price himself out of the market, he quoted a figure which was twenty-five percent greater than his then present salary.

In due course he was awarded the new job and was cock-a-hoop at having won himself such a significant increase in earnings. Meeting with his new employer he expressed his excitement with the work opportunity afforded him and his satisfaction with the wage negotiated.

“Me too”, enthused his new employer, “I was prepared to pay you twice as much as that!”

The young man you see, had yet to learn to value himself sufficiently. He still saw himself as of lesser worth than his new employer’s valuation of him. None-the-less, in asking for the increased salary he had indeed raised his evaluation of his self-worth. So that was a start. But he had yet some distance to go in understanding and asserting his true value in the world. So … What’s your value?

Not in monetary terms, but as a person. How do you think others see you? Are they drawn to you or do they shy away? Their reaction is determined entirely by you. For it is how you view yourself that determines how others react to you. The lesson therefore is to think well of yourself.

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There’s more too it though than simply telling yourself ‘how wonderful you are’! You have to go deeper than that.

First you must know that you are true to yourself. This means being honest and listening to your good inner voices. Your conscience in other words. It is your moral compass, it determines your philosophy of life and value system. Act out publicly and fearlessly as it directs and you will be known as a person of truth and integrity in the wider world. Now that is true value!

The pay-off is that people will value you, who you are and what you stand for. Their confidence in you will bounce back to you in many ways, both spiritual and material. You may even receive a pay rise at work!

I am Tom Riach. I live and write in the sunny south of Portugal. I hope you enjoyed this sample of my work. Find all my current titles (novels and ‘personal achievement’) at Amazon, Barnes and Noble and other leading book stores. Click the image below.

“From every book written by Tom Riach you will gain unique insights to success, you will laugh, you will reflect upon your own character, and sometimes you will just sit in awe of his mastery of life, business and the simply written word.” – Randy Ireland, SFI Team Leader, Sulphur Springs, Arkansas

© Joseph T. Riach 1998-present. All rights reserved.