“ifs, ANDs or BUTs” - an Ernest Seller episode

Ernest Seller took one of those positive thinking courses and he learned sales people should never use the word BUT…instead of the word BUT, they should use the word AND.

With this new positive-thinking wisdom under his new white belt, Ernest Seller marched off to the office of his #1 Client, Mr. Kaye. Ernest was so excited to share the news, without knocking, he rushed into Mr. Kaye’s office and blurted out, “Mr. Kaye, we shouldn’t use the word BUT anymore!”

Without skipping a beat or looking up from his files, Mr. Kaye softly said, “OK Ernest, I am going to give that a try. AND I’m really busy so if you don't leave my office right now Ernest I am going to kick your AND”.