In a large hospitality sales room where the couple i was introduced to sat, i could tell they ,he anyway, felt like a long tailed cat in a room full of rocking chairs. Not only did he hold all of these
sales proceedings in contempt, he was making it very clear that he "KNEW' what we were doing.
What do you mean by that? knowing very well his steam vents would open even more at this prodding... look you got all these helium balloons and streamers and music trying to get us in the mood and other people might fall for it but not me... the whole room buzz died down as they listened attentively to his quick sale killing diatribe besides everyone knows what a scam time share is blah blah. Since at our expense (20 COUPLESx$300 each=$6000 to be lost not counting the various sales in progress) he decided to burn us bad, i decided since everybody was listening anyway i had an audience--ok i shouted back lets put up black curtains and funeral music that way we cant see the children on the beach and get depressed and furthermore
more than 60% of rooms on this beach strip are crime scare units to begin with .where families are staying in much better accomodations for a lot less than the roach-coach you lodged your family in- i apologize on behalf of all bad salesmen you have ever met that made you feel this way starting with you! what?! im not a salesman i hate them! he screamed. Yes you are, we all are we must sell ourselves in school, in romance, to our friends, sell our way out of trouble as teenagers ,to the traffic cop! we are all salesmen some better than others, we have to gain favor
continously from others to get what we want in life and furthermore my resort is full of happy members as you can see and im sticking up for my product because they do, you remind me of a friend who told his wife to be, as he sold himself to her that he would not chase other women, drink,smoke or gamble or party anymore once they were married. he was a lying salesman
as his wife can testify. the whole room rose and started clapping as he smiled and laughed and signed. The onslaught was something he did not consider in his emotional turmoil when he rode his white horse into battle and neither was the outcome. Obviously you dont behave the way i did unless you know what you are doing. You dont hunt bears with a club just because it worked once. In this case and in many more that i will detail for educational purposes later on , this event was caused not so much by his contempt but aggravated by the salesperson touring him who probably couldnt give away hookers on a troop train to begin with. She had actually told me
later , you almost ruined my sale.
Saturday, February 20, 2010
Perceptions of salespeople
"The advertising quack...is the black wolf. aye, the bengal tiger of the proffesion.... he is full of
shrewdness and cunning, and he knows poor ,weak human nature like a book.
DR. WILLIS P. KING 1882
In the 2009, the South Carolina legislature regarding their code of laws and licensing has the
title 40 ,chapter 41 begin with
"PEDDLERS AND HAWKERS, HORSE TRADERS AND FORTUNE TELLERS.....
i had to look twice at the date to be sure i wasnt reading an article from 1858. It lumps us together as the bottom feeders of society.
In 1630 Nicholas Knopp was whipped publicly and fined 5 pounds for selling a scurvy remedy
"A WATER OF NO WORTH NOR VALUE WHICH HE SOLDE ATT A VERY DEARE RATE"
I can see it now as multitudes of bilked customers take to the streets and start a whipping frenzy on about 30% of the population; peddlers-salesmen-hawkers advertisers-horse traders-car salesmen-fortune tellers-wall street suits!
I have heard that salesmen are needed to sell things that are inferior, not needed, dont work, because if they werent they wouldnt be needed. It just reflects human nature, lets throw some greed in there.
Intangibles definitely need salespeople. Take insurance, as i am writting this my home page has some ads for insurance '"WHAT IF YOU DIED TODAY'"----fear as mentioned before is a powerfull motivator. Ignorance plays a part, if everybody was smarter we wouldnt fall for many
pitches. In large insurance groups the probability of you dying is 1%, so we have 1 million policy
payments and 10,000 deaths of which 20% of claims wont be paid because of tiny print.
Do the numbers.. what a business. This is what a succesfull (VERY) person told me about insurance once: i can take $200 a month and start a business and that would be my insurance, without giving it to these people, and dont tell me you can collect early, i can get better rates bla-bla. What he didnt know is that most people who collect early throw the money away!!! It is said that if all the wealth in the world was redistributed it would revert back to the way it was very quickly.
So the average guy needs to and wants to be told what to do--for his own good! This statement was made by Hermann Goering around the time Hitler decreed all women to leave the workforce and go back to the kitchen. Maybe some things wouldnt have happened if women were allowed in decision making --WHAT ARE YOU DOING? NO! YOU ARE NOT GOING
TO POISON A MILLION CHILDREN GO BACK TO YOUR ROOM!
shrewdness and cunning, and he knows poor ,weak human nature like a book.
DR. WILLIS P. KING 1882
In the 2009, the South Carolina legislature regarding their code of laws and licensing has the
title 40 ,chapter 41 begin with
"PEDDLERS AND HAWKERS, HORSE TRADERS AND FORTUNE TELLERS.....
i had to look twice at the date to be sure i wasnt reading an article from 1858. It lumps us together as the bottom feeders of society.
In 1630 Nicholas Knopp was whipped publicly and fined 5 pounds for selling a scurvy remedy
"A WATER OF NO WORTH NOR VALUE WHICH HE SOLDE ATT A VERY DEARE RATE"
I can see it now as multitudes of bilked customers take to the streets and start a whipping frenzy on about 30% of the population; peddlers-salesmen-hawkers advertisers-horse traders-car salesmen-fortune tellers-wall street suits!
I have heard that salesmen are needed to sell things that are inferior, not needed, dont work, because if they werent they wouldnt be needed. It just reflects human nature, lets throw some greed in there.
Intangibles definitely need salespeople. Take insurance, as i am writting this my home page has some ads for insurance '"WHAT IF YOU DIED TODAY'"----fear as mentioned before is a powerfull motivator. Ignorance plays a part, if everybody was smarter we wouldnt fall for many
pitches. In large insurance groups the probability of you dying is 1%, so we have 1 million policy
payments and 10,000 deaths of which 20% of claims wont be paid because of tiny print.
Do the numbers.. what a business. This is what a succesfull (VERY) person told me about insurance once: i can take $200 a month and start a business and that would be my insurance, without giving it to these people, and dont tell me you can collect early, i can get better rates bla-bla. What he didnt know is that most people who collect early throw the money away!!! It is said that if all the wealth in the world was redistributed it would revert back to the way it was very quickly.
So the average guy needs to and wants to be told what to do--for his own good! This statement was made by Hermann Goering around the time Hitler decreed all women to leave the workforce and go back to the kitchen. Maybe some things wouldnt have happened if women were allowed in decision making --WHAT ARE YOU DOING? NO! YOU ARE NOT GOING
TO POISON A MILLION CHILDREN GO BACK TO YOUR ROOM!
The ideomotor effect
If you ever read about or contemplated the validity of esoteric principles like ouija boards,
kinesiology, and hypnotic suggestions to name a few, scientists call it the ideomotor effect.
Although we might not be aware it, we can be influenced by suggestions and ideas by others or thru our own observations to definitely affect body motor behaviour. The basic understanding
came about in the 1850's when scientists went after the moving tables in the sceance rage back then. Ancient man understood this, as radiesthesia is older than the hills. I had in my possession
for many years a pendulum made of every metal known, alloyed this way in order to "tune" to any frequency. It came from france from the 'house 'of the famous french monk who performed
miracles in the 1930's. The parents of lost children he found, would not take kindly to the naysayers who tried to pooh-pooh his methods. In 1988-89 i read in the L.a. times of how mormon water witches found water where 2 consulting firms and various government agencies
tasked to the water finding discipline failed to do so. In a tea party i was invited to in arizona in 1974 i met various members of a metaphysical society-one of them showed me in the desert
3 hours away a vein of chrysacola he discovered with a coat hanger. This reminded me of the famous dutch gentleman who could read your body with a coat hangar as well. What is strange
is that people have been known to receive radio wave music thru their metal dental fillings!
And we wonder why we hum a tune and its the same when we turn the radio on. We could carry on forever with all this but the point i wanted to make was that there are people out there who know more about ourselves and natures hidden side than you could imagine and they sometimes
use it to great advantage unbeknown to the ignorant. In sales there are tricks bordering on lunacy but they work or they wouldnt be used.
kinesiology, and hypnotic suggestions to name a few, scientists call it the ideomotor effect.
Although we might not be aware it, we can be influenced by suggestions and ideas by others or thru our own observations to definitely affect body motor behaviour. The basic understanding
came about in the 1850's when scientists went after the moving tables in the sceance rage back then. Ancient man understood this, as radiesthesia is older than the hills. I had in my possession
for many years a pendulum made of every metal known, alloyed this way in order to "tune" to any frequency. It came from france from the 'house 'of the famous french monk who performed
miracles in the 1930's. The parents of lost children he found, would not take kindly to the naysayers who tried to pooh-pooh his methods. In 1988-89 i read in the L.a. times of how mormon water witches found water where 2 consulting firms and various government agencies
tasked to the water finding discipline failed to do so. In a tea party i was invited to in arizona in 1974 i met various members of a metaphysical society-one of them showed me in the desert
3 hours away a vein of chrysacola he discovered with a coat hanger. This reminded me of the famous dutch gentleman who could read your body with a coat hangar as well. What is strange
is that people have been known to receive radio wave music thru their metal dental fillings!
And we wonder why we hum a tune and its the same when we turn the radio on. We could carry on forever with all this but the point i wanted to make was that there are people out there who know more about ourselves and natures hidden side than you could imagine and they sometimes
use it to great advantage unbeknown to the ignorant. In sales there are tricks bordering on lunacy but they work or they wouldnt be used.
Tuesday, February 16, 2010
5 wise men
WHO
WHAT
WHERE
WHEN
WHY
THESE SIMPLE WORDS ARE EASY TO REMEMBER.
They clarify action plans-get to the point-put in perspective unclear situations and bring emphasis to the matter at hand. This simple guide is used by many people in order to write,
think, plan and figure out other peoples hidden agendas.
WHAT
WHERE
WHEN
WHY
THESE SIMPLE WORDS ARE EASY TO REMEMBER.
They clarify action plans-get to the point-put in perspective unclear situations and bring emphasis to the matter at hand. This simple guide is used by many people in order to write,
think, plan and figure out other peoples hidden agendas.
3 w's and the 5 wise men
It is said that in most encounters, and you can see this for yourself, that there are 3 outcomes available, and i use this word because you have a choice.
WIN-WIN
WIN-LOSE
LOSE-LOSE
BOTH ARE HAPPY
ONE IS NOT
BOTH ARE NOT
Many times we are in control and dont really recognize our potential in the final outcome.
By making concessions ,that probably dont matter anyway, you never want the last option,
if at all possible.
Heres an example. In a fast paced sales scenario where freebies are involved, particularly
where the company pays for them and the clients are unaware of the provenance of the gifts.
Anyway because i like the business my clients gave me , i would indulge them with as many as possible. If they cancelled i was stuck with the extra gifts out of my own pocket. Because the clients would talk to one another and compare their purchase they would invariably go back to the other salespeople and claim foul, creating a tense situation that created in some cases more cancellations and fellow workers who would like to talk to me in the parking lot. I was asked by a superior to stop creating problems by giving away things the others could not. I was also accused
of being weak and going past the close. The next morning (i usually gave the pep talks in the morning) i told the 2 big bosses that as soon as the meeting was over i was going to collect a check off-site and they needed to hear this so i could get going to get the money(the money had nothing to do with the meeting and they didnt ask as greed and urgency also tends to fog issues)
On a board i illustrated the $74,000(a lot of money for the time and place!) i made last year and the loss of $2000 in out of pocket gifts on my behalf to my detriment. 20% was the office average for cancelations, some had 10 or less some had 30 or more! i had 10% and only gave away 3% of my money, yet i had more referals ie, free sales and maybe thats why i was always in the top performers. The whiners on the other hand had many cancellations and because of their abominable sales skills and lying not to get ahead but just to stay alive created more cancellations for everybody because the reality is they are here to take the leftovers and practice and learn this just like we did to get where we are now. The fact that the other performers gave almost nothing away reflects also their selfishness in helping the newbies and to add insult to injury were taking advantage of them for their own gain, to make it worse they were put up to this by them to begin with. By publicly exposing the current state of affairs in the office and possibly initiating employee performance reviews hidden by managers with secret agendas (some of these dwezzels had them for sex and other party favours). As you might or might not know many companies have an organizational chart that doesnt show the nefarious
human nature element within. Since i had neglected to follow up on that pre-paid funeral plan, i added that i would personally train these people and guarantee them better income or i would
leave with the first one fired! I continued to do very well and was made training manager.
My adversaries were stunned by this turn of events, not only might their crews be audited,
their little snivel-ass games that they created as big shot-celebrities left their minions like mushrooms-fed shit-and in the dark. Now exposed and angry i offered them percentages on their crews for performance which quickly brought them around. One who decided to continously hang on to his game started to object but i fixed it quick by proclaiming WHAT?
YOU DONT WANT TO SAVE YOUR FRIENDS? as the room turned to hear his answer.
Anyway take the win-lose scenarios in each sentence here-it actually would look like a slot reel in vegas but the last pull would have to be a winner. Many emotions were in play here, and they were dealt with like judo -use your opponents force against him. This discourse might be too complex but i can give much simpler parallels--tim took tinas cookie(he wins - she loses-)
tina crowns him with empty cookie jar(she wins -he loses) mom intermediates and splits cookie in half(win-win) WRONG! tim never forgot this injustice, she favored tina always ! Both of them perished in a most mysterious accident years later.
WIN-WIN
WIN-LOSE
LOSE-LOSE
BOTH ARE HAPPY
ONE IS NOT
BOTH ARE NOT
Many times we are in control and dont really recognize our potential in the final outcome.
By making concessions ,that probably dont matter anyway, you never want the last option,
if at all possible.
Heres an example. In a fast paced sales scenario where freebies are involved, particularly
where the company pays for them and the clients are unaware of the provenance of the gifts.
Anyway because i like the business my clients gave me , i would indulge them with as many as possible. If they cancelled i was stuck with the extra gifts out of my own pocket. Because the clients would talk to one another and compare their purchase they would invariably go back to the other salespeople and claim foul, creating a tense situation that created in some cases more cancellations and fellow workers who would like to talk to me in the parking lot. I was asked by a superior to stop creating problems by giving away things the others could not. I was also accused
of being weak and going past the close. The next morning (i usually gave the pep talks in the morning) i told the 2 big bosses that as soon as the meeting was over i was going to collect a check off-site and they needed to hear this so i could get going to get the money(the money had nothing to do with the meeting and they didnt ask as greed and urgency also tends to fog issues)
On a board i illustrated the $74,000(a lot of money for the time and place!) i made last year and the loss of $2000 in out of pocket gifts on my behalf to my detriment. 20% was the office average for cancelations, some had 10 or less some had 30 or more! i had 10% and only gave away 3% of my money, yet i had more referals ie, free sales and maybe thats why i was always in the top performers. The whiners on the other hand had many cancellations and because of their abominable sales skills and lying not to get ahead but just to stay alive created more cancellations for everybody because the reality is they are here to take the leftovers and practice and learn this just like we did to get where we are now. The fact that the other performers gave almost nothing away reflects also their selfishness in helping the newbies and to add insult to injury were taking advantage of them for their own gain, to make it worse they were put up to this by them to begin with. By publicly exposing the current state of affairs in the office and possibly initiating employee performance reviews hidden by managers with secret agendas (some of these dwezzels had them for sex and other party favours). As you might or might not know many companies have an organizational chart that doesnt show the nefarious
human nature element within. Since i had neglected to follow up on that pre-paid funeral plan, i added that i would personally train these people and guarantee them better income or i would
leave with the first one fired! I continued to do very well and was made training manager.
My adversaries were stunned by this turn of events, not only might their crews be audited,
their little snivel-ass games that they created as big shot-celebrities left their minions like mushrooms-fed shit-and in the dark. Now exposed and angry i offered them percentages on their crews for performance which quickly brought them around. One who decided to continously hang on to his game started to object but i fixed it quick by proclaiming WHAT?
YOU DONT WANT TO SAVE YOUR FRIENDS? as the room turned to hear his answer.
Anyway take the win-lose scenarios in each sentence here-it actually would look like a slot reel in vegas but the last pull would have to be a winner. Many emotions were in play here, and they were dealt with like judo -use your opponents force against him. This discourse might be too complex but i can give much simpler parallels--tim took tinas cookie(he wins - she loses-)
tina crowns him with empty cookie jar(she wins -he loses) mom intermediates and splits cookie in half(win-win) WRONG! tim never forgot this injustice, she favored tina always ! Both of them perished in a most mysterious accident years later.
The approval of others
Im standing at a corner waiting for a taxi, somewhere in central america, next to the crowd waiting for buses and taxis, is an old man displaying his trinkets for sale laid out on a blanket.
The item that got my attention was a keychain with a small revolver, from a hack shop obviously
as i could see they were handmade out of brass. Employees and associates would always receive
little gifts and souveniers from me from any travels i made. So i cut a deal for 5 of them, carefully fiddling with small notes and change to pay for it(you dont dicker and claim broke as you you peel off hundred dollar bills) then All of a sudden people started buying the rest of almost everything he had, as i departed in the taxi looking out the back window. What took place here was here is this white clean looking foreigner with money to spend ($10) and with enthusiasm for finding a good deal. Almost a celebrity endorsement. Moments before they looked upon his wares with disdain and contempt. Having the savvy to buy things, i once found these keychains for sale in a similar shopping pavillion :) but these were flat stamped nickel
cutouts of popeye and olivia hinged with tiny rivets that if manipulated properly would present
them in a way never seen in the cartoons. Along with this purchase order i picked up other
stamped action keychains featuring a donkey with no social redeeming qualities whatsoever.
They are great gifts and were around for years, i gave one to a client(this was the tipping point of a $15,000 sale) he was proud to exhibit his new toy to a woman in a career outfit who was not impressed , to say the least, at the alarming speed he could generate with the action figurines.
The item that got my attention was a keychain with a small revolver, from a hack shop obviously
as i could see they were handmade out of brass. Employees and associates would always receive
little gifts and souveniers from me from any travels i made. So i cut a deal for 5 of them, carefully fiddling with small notes and change to pay for it(you dont dicker and claim broke as you you peel off hundred dollar bills) then All of a sudden people started buying the rest of almost everything he had, as i departed in the taxi looking out the back window. What took place here was here is this white clean looking foreigner with money to spend ($10) and with enthusiasm for finding a good deal. Almost a celebrity endorsement. Moments before they looked upon his wares with disdain and contempt. Having the savvy to buy things, i once found these keychains for sale in a similar shopping pavillion :) but these were flat stamped nickel
cutouts of popeye and olivia hinged with tiny rivets that if manipulated properly would present
them in a way never seen in the cartoons. Along with this purchase order i picked up other
stamped action keychains featuring a donkey with no social redeeming qualities whatsoever.
They are great gifts and were around for years, i gave one to a client(this was the tipping point of a $15,000 sale) he was proud to exhibit his new toy to a woman in a career outfit who was not impressed , to say the least, at the alarming speed he could generate with the action figurines.
More greed tales
In the 1930's "REPS" would canvas gas stations promoting a board game consisting of slotted punch outs with numbers to pick. In exchange for a dime, you might win $1 to $20. The big prize was $100. All of these amounts were a lot of money back then, even the dime. If the merchant
was not too keen to pay the small fee for the boards, the reps would leave a free sample, and come back later, much later in order to set the hook. Because the merchant collected, say $4,
and payed out $2 or nothing at all, the hook was not only set but sticking out thru the cheek and nose, as the rep came to visit again, usually a week or two later. Most of them had pocketed say
$15 to $50 and payed out say 10 to 40%. After 2-4 months, they stopped worrying about the biggie-$100, Because they had profited $200-$300 already. The factor here was this money
was a large part of their profits in relation to gas, sodas, candy. One fine sunny day (timing is of the essence here.) a little kid or nice lady with a flowery hat and summer dress punched out the
$100! It happened that day to 63 stations which is $6300! Only 3 people divided it,as the reps weren't in on the game. What a set-up! Part of the plan was knowing the merchants would sooner or later talk to each other worrying about the big prize-clem down at possum trail had to pay the $100! What did he make? would always be the question, oh he made $372, so he still had $272-- so the fears were allayed until that one sunny day.
was not too keen to pay the small fee for the boards, the reps would leave a free sample, and come back later, much later in order to set the hook. Because the merchant collected, say $4,
and payed out $2 or nothing at all, the hook was not only set but sticking out thru the cheek and nose, as the rep came to visit again, usually a week or two later. Most of them had pocketed say
$15 to $50 and payed out say 10 to 40%. After 2-4 months, they stopped worrying about the biggie-$100, Because they had profited $200-$300 already. The factor here was this money
was a large part of their profits in relation to gas, sodas, candy. One fine sunny day (timing is of the essence here.) a little kid or nice lady with a flowery hat and summer dress punched out the
$100! It happened that day to 63 stations which is $6300! Only 3 people divided it,as the reps weren't in on the game. What a set-up! Part of the plan was knowing the merchants would sooner or later talk to each other worrying about the big prize-clem down at possum trail had to pay the $100! What did he make? would always be the question, oh he made $372, so he still had $272-- so the fears were allayed until that one sunny day.
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