Positive Thinking
is Not Enough
The Ancient Key
to Success
The TM Technique
Gaining More Energy
Unfolding Your Mental
Potential
Being More Efficient
Good Health Brings
Wealth
Conquering Emotional
Inhibitors
Creating a Happy
Home Life
Your Seven Steps
to Success
The TM Sidhi Program
Experiencing Levitation
Why Practice Yogic
Flying?
An Invitation to
Enlightenment
the Book
FOR SALES' SAKE MEDITATE!
Vincent J. Daczynski
Chapter 1 (cont.)
Another salesman I encountered was pushing a course in personal development and tried this tactic for closing the sale. He obnoxiously yelled commands at me, "Sign the contract! Sign the contract!" as he pounded his finger at the dotted line. Did he ever figure me wrongly!
Here is another example of my sales training with a securities firm. The vice president of this national brokerage house related the following tactic to me which he used to pick up customers.
As if these types of sales methods are not bad enough, some people go to the extremes of using subliminal mind control and various occult methods to obtain sales. What in the name of sales? Why do some salesmen feel it is necessary to go to such extremes in order to succeed in selling?
The key to being a professional salesman is being natural, being yourself. If you have to put on an act or use ploys to sell you are either in the wrong business, or you need to unfold your natural inner self. Selling comes naturally to the professional salesman. Yes, it takes hard work. But, what accounts for the fact that 20% of the salesmen make 80% of the sales? And why is this success continual regardless of outside circumstances, territories, leads, business conditions, competition, the economy, etc.? How can you acquire what the successful salesmen have, and how can you duplicate and surpass their success? What is it that successful salesmen have going for them that others do not have? The answer lies in understanding what the root cause of success is. The basic ingredient for success has been known for centuries. Nevertheless, sales managers and trainers, in trying to close the gap between their top performers and the rest of their sales staff (not to mention the gap with outside
competition) resort to psychological game playing, manipulating the psyche of their salesmen via a variety of positive-thinking type of inspirational and motivational courses to program the right mood for the planned staged performances. To this is added an ever growing spiral of gimmicks and psychological sales paraphernalia. Further, salesmen are conditioned for robot-like responses designed for quick pyschological victory over the customer being served. And this is called professional sales training. As you read this book you will realize the shortcomings of today's sales training methods. More importantly, you will discover that you can become a supersalesman without the use of theatrics, psychological programming, or client manipulations.
I walk down the street keeping an eye open for possibilities. One day, for example, I saw a machine shop door open with some heavy equipment operating inside the shop. I stood outside intently watching the equipment. I figured that sooner or later someone would notice me and ask me what I am doing. Sure enough, the manager walked over and asked if he could help me with something. I told him, 'Oh, no. Watching heavy machinery, like that operating, always fascinates me.' And we get to talking. Get the idea? In time he will ask you what you do for a living. You have to reply real easy, casual, somewhat incidental, and incomplete; something like, 'investments.' Do not tell him that you are a stockbroker. Your reply will build curiosity and naturally will draw him to ask what kind of investments you are into. Keep tantalizing him to keep him coming. Eventually, he will ask you for your business card. But, don't carry business cards. If you give him a card, it's all over. He will probably never call you. Tell him that you are out of cards. This gives you the opportunity to get his name and to follow-up with a note, at which time you include a card.
The vice president, who was my boss, told me he used variations of this approach wherever he happened to be: fishing, shopping, playing golf, etc. He tried hard, but could not indoctrinate me to his style. To me this type of selling approach is two-faced, and reminds me of a saying, "There are people in this world who can pat you on the back with one hand while they pick your pocket with the other."
Chapter 8 || Chapter 9 ||Chapter 10 || Chapter 11 || Chapter 12 || Chapter 13 || Chapter 14 || Chapter 15
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