Rod Stewart’s “Tonight’s The Night.”

Marvin Gaye’s “Let’s Get It On.”

James Lord Pierpont‘s “The One Horse Open Sleigh” aka “Jingle Bells.”

Those songs all get me in the mood.

No, I haven’t been sipping too much of the spiced rum punch.

Purportedly, “Jingle Bells” started as a drinking song and had an “unintentional” double meaning.

The couple in the song rode their sleigh into the woods to engage in a little bit of “romance.”

Having hidden meanings in the stories you tell during a presentation is a powerful way to overcome objections in advance.

For example, as part of my origin story, I talk about how I went to a seminar and bought a product I knew would help me, even though I didn’t think I could afford it. The story and hidden meaning are more elegant than I described, but it plants in the audience’s minds the answer to the “I can’t afford it” objection.

You can use a case study about a client who was extremely skeptical about working with you, but decided to put their skepticism aside and invest in your service, and here are the results. That helps overcome the “I’m skeptical” objection.

Think about how you can use “hidden meanings” in your presentation to handle objections and increase your closing percentage.

Speaking of “closing…”

Tonight I think I’ll roast some chestnuts over an open fire, turn the lights down low, crank up a little “Jingle Bells,” and get Kalia in the mood for a little holiday romance.

Kick butt, make mucho DEEnero!

Dave “Yeah, Baby” Dee