Tips from The DJ Closer–at DJ Expo
Colleagues call DJ Jason Canaan “The Closer.” Who can forget the closer? The Alec Baldwin character from Glengarry Glen Ross, who carpet-bombed the sales team of Jack Lemmon, Al Pacino, and Ed Harris, colorfully opining about their lack of sales technique and cojones.
ABC. A, Always, B, Be, C, Closing. Always be closing. Always be closing. AIDA. Attention. Interest. Decision. Action. Attention. Do I have your attention? Interest. Are you interested? I know you are ’cause it’s fuck or walk. You close or you hit the bricks. Decision. Have you made your decision for Christ? And action. AIDA. Get out there. You got the prospects coming in, you think they came in to get out of the rain? A guy don’t walk on the lot lest he wants to buy. They’re sitting out there waiting to give you their money. Are you going to take it? Are you man enough to take it?
A far less vitriolic DJ Jason will be presenting his own “closing” techniques at the DJ Expo…
He told us: “Much like Ray Lewis said when he was asked if he would ever coach, ‘I can teach technique, I can’t teach instinct.’ ”
“I think confidence is in your physiology, the way you dress, how you articulate, making eye contact, how you present yourself. You have to be confident in what you do because it shows. There is a keen difference between the DJ who ‘plays music track to track’ and the one who ‘beat mixes,’ or the one who doesn’t beat mix but truly shows what he/she is doing is what they LOVE doing. Passion is demonstrated, not explained, in my view.
“Confidence and passion are parallel…this seminar will be like something Tony Robbins does, so that when they leave as DJs and go back out into the world to do parties they feel like they’re at the top of it. I want this seminar to set the tone and define the experience they have at this Expo.”
OK, Jason, but give us some nugget from “The Closer.”
“The biggest thing you can do to increase the chance of closing is “LISTEN”—it’s a core value that all MEN should do with women…and even if you’re a female DJ marketing to a bride… you have to ultimately LISTEN. These clients will tell you what THEY want.”
And the ones who don’t know what they want?
“By simply telling you that, they’ve now told you that they will believe anything you say. And that’s when you demonstrate ethics, professionalism, passion, confidence, and above all, honesty.”
Check out “The Closer,” Tuesday at 11:30-1:00 at the International DJ Expo.