What's new

The Little Thread Which Grew - the Apollo '73 to Everything But

Status
Not open for further replies.

Hatshepsut

Crusader
Ok. I do not see the resemblance. You always seem to be around very happy happy people.
I like the picture with the horse. GFs have nice...:wink2:
I think you had posted a picture of you on a farm as a boy once?
And family do not look like clones at all here.:p
Thanks for the photos. I love photos. The minute I walk into someone's house, if they have an album on the coffee table, I'm there.
I got a real treat last year. I found my gandmothers albulm. In Cleveland there used to be this amazing amusement park called Euclid Beach. My grandmother lived right down the block in the early 30s and she and her friends took lots of pictures. I loved those old black and white photos of the bumper cars, and the Flying Turns, and the Racing Coaster, and the Laugh In The Dark fun house ride.
These old fashioned wooden rollercoasters sway with the wind. They rock with the season and feel different when wet and can be scary.http://www.youtube.com/watch?v=W8nzdjDZrrc
 
This is from the IVy list (as opposed to IVy magazine). The list is quite valuable. It is private, by subscription only.

This is a useful document in sales as it covers the very basics. It is very wide in its application and is something I taught to most of my clients using the ‘How to teach effectively’ document.

Wimbush &Associates
26/4/91
revised 5/6/04


SALES TECHNIQUES 0

The first step to improving sales is to get a good understanding of the buying process so that we can understand what goes on in the buyer's mind. Having understood that, we can develop a sales procedure that parallels the way he thinks. Some of this will be unique to your product or service or company, but more of that later. In this issue I will cover, very broadly, some powerful principles that will improve your sales out of sight.

Who do we buy from?
There are lots of individual reasons and people will argue that it's the cheapest or the nearest store, but given all things being the same, we prefer to buy from people we know and trust. And that is the first Key. TRUST!

And how do we get people to trust us?

The first step is
MAKE FRIENDS WITH YOUR PROSPECT

What is a friend?

this concept.
A FRIEND IS SOMEONE WE UNDERSTAND OR HAVE RAPPORT WITH

To make a friend out of a prospect we must understand the component parks that build rapport or understanding.

I find understanding and rapport seem to be the same thing and understanding is a concept I find easier to work with. So I try to understand my prospect and I find that leads to trust.

We can break this down into three broad areas.
I. LIKING. It is emotional closeness.
In fact, some people we develop an instant liking for. They show their emotional liking for others who immediately like them in return. They are usually a fun person and we are attracted to that. Its a skill and can be practiced. It is just being friendly.

2. AGREEMENT or TRUTH or SIMILARITY

This is the basis of many sales methods, get the prospect to agree lots of times and you'll get the sale. It goes deeper than that. The salesman who pays us an insincere compliment (something we might agree with) misses the factor of truth and hence loses the reality. In fact the salesperson who tells it like it is and is not afraid to handle the prospect who is talking nonsense, will make more sales. We feel we can trust him. This is also about product knowledge. Someone who knows about the product he is selling and can make sense, builds this trust. Talking about it in a language we can understand is part of this.

3. COMMUNICATION: This is the key to handling people and to be good at sales you need to be an expert this skill. It has several forms such as VERBAL, PHYSICAL (i.e. handshake, pat on the back) or FLOW. By flow I mean the undertone that comes with it, i.e. the sincerity or otherwise or if its being recited from a script.



These three areas are all interdependent and add up to rapport. One cannot have high liking and low communication. Insincerity violates agreement and so destroys the rapport.


Getting Offside with Communication



Next comes the problem with communication. If you talk at your prospect he can defend himself by switching off and nodding at the right places. If you tell him something that he doesn't agree with, he will feel wrong and so will get even by not co-operating. He may disagree with you or simply not buy.

PEOPLE DON'T LIKE BEING TOLD
What we must do is switch it around so that the prospect does the talking and we do the listening. This has the effect of building rapport. You will have to answer his questions and also tell about your product or service, but what must happen is lots of questions that get the prospect to internalize what you're telling him.

Here are some words that can be used to turn a statement into a question and get the prospect involved.

Does that make sense? Do you agree?
What do you think about that? and so forth....

Acknowledgement
When you do a lot of listening you must let your prospect know you are listening. Comments, agreements or "I see" or "Uhuh" or similar, keep you with him. In the same way, asking questions that show you are following the story keeps the communication alive..

Needs -v- Wants

People buy for one of two reasons: NEEDS or WANTS.
NEEDS are characterized by HAVE TO HAVE and are such things as food, shelter etc. If you sell to a need you will have to compete on price.

WANTS are what life is about. It's why we lust after a new Jaguar instead of a cheap old Ford. Get people talking about their wants and they come alive, become more animated and so forth. Sell to a want and your prospect will help you close the sale.

The magic of life.

So the fundamentals are, use questions to build rapport and find the want and then give them that. That also means you must ‘ask for the order’.

Your Uniqueness
Every business has a uniqueness about it's product. Often the people in the business are so close that they have lost track of why people buy. It is vital to research out what it is about your product and company that makes people buy, and conversely, why those who are not your customers buy from the opposition. Identification of those factors is the first step to marketing.
Price
Price is usually fourth or fifth in surveys of why people buy, so don't get caught with prospects who talk price as No. 1. It's only a symptom of not selling to wants.

Conclusion

This document is designed as a first overview of selling. The rest of the series goes into it in great depth. To become an expert, one needs to study and practice so your people can't tell you why it can't be sold.


Bernie Wimbush
Copyright © 2010
All rights reserved.
 

Hatshepsut

Crusader
Ok. I do not see the resemblance. You always seem to be around very happy happy people.
I like the picture with the horse. GFs have nice...:wink2:
I think you had posted a picture of you on a farm as a boy once?
And family do not look like clones at all here.:p
Thanks for the photos. I love photos. The minute I walk into someone's house, if they have an album on the coffee table, I'm there.
I got a real treat last year. I found my gandmothers albulm. In Cleveland there used to be this amazing amusement park called Euclid Beach. My grandmother lived right down the block in the early 30s and she and her friends took lots of pictures. I loved those old black and white photos of the bumper cars, and the Flying Turns, and the Racing Coaster, and the Laugh In The Dark fun house ride.
These old fashioned wooden rollercoasters sway with the wind. They rock with the season and feel different when wet and can be scary.http://www.youtube.com/watch?v=W8nzdjDZrrc

It's hard not to have pictures of me as a kid on a farm, when I that's where I was raised.

picture.php


picture.php


This is in our 'hood. I was scared to ride it as a kid. Then one night smoking some grass on the beach with friends, the fear evaporated. Have loved it ever since.

http://www.youtube.com/watch?v=Puc5M41j4x4

Some years back, we were in Ohio (Washington Court House) and on the cable station was an all day marathon of roller coaster rides around the world. We sat there entranced for 7 hours or more.
 
Yeah, let me get my poop in a group with a list of reasonably intelligent questions to ask him/her first. I don't want to use up their time and become tedious at first. But after that....what the hell.:)
You are so damn good and introducing people with similar wants and interests. You are ESMB's "little black book." :thankyou:

whenever you like. not a big deal to do.
 

Hatshepsut

Crusader
Is that your dad by the farm tractor?

You were out at the Ranch. Were Alan's selling secrets a lot different than those of Wimbush?
 
4747_24167_Boy_on_Stilts_by_Norman_Rockwell.jpg

norman-rockwell-mysterious-malady.jpg

I think you could have been a model for Norman Rockwell:yes:

as Gary Cooper would say, "Gee, shucks."

picture.php


Here's a picture of one of our office walls. Phil Spickler painted the pic on the left. The center pic is our daughter painted by a PC I got from being bedridden and in major pain to jogging in 18 months. The pic on the right is my great grandfather, who coincidentally was a junior, and has the same name I have and my father had.
 
I was at the amusement park in Santa Cruz in 1963. Probably the same one. It was wicked.

looks like a fun area to live near

http://www.youtube.com/watch?v=4OMCMhwMIEE

Been going to Santa Cruz and near by areas all my life. The beaches I body surfed, belly boarded, surfed, dug in the sand, etc are where our kids and now our grandchildren do the same. It's true for my friends and their kids too. We are all attracted to the sea.

picture.php


picture.php


picture.php


picture.php


picture.php
 

Hatshepsut

Crusader
Beautiful painting. Beautiful daughter. Your PC must've been very grateful to you. I love the colors in the picture. As I sit here I am looking at my mother's old oil paintings that she has retrieved from the attic. It is nearing 5 a.m. and she is asleep. She wants to throw everything into a garage sale. I cannot believe she can part with these paintings. She has bullfighters in Madrid. She has pheasant in the winter flying. She has a Navajo indian medicine man she replicated from Arizona Highways magazine. This house is full of paintings by friends. Last year I discovered Paul Calle. He painted Jeremiah Johnson type stuff. Gorgeous.
images
images

My stepfather was a gunsmith and his family participated in the Revolutionary War. He painted pictures like this.
 

RogerB

Crusader
yep



a little bit. Alan recommended a certain book. written in 1932 I think. Don't remember the name. Alan was educational not hard sell. One was there on your own determinism, not because your arm got twisted.

Frank Betger's book: How I Raised Myself from Failure to Success in Selling

R
 

Ted

Gold Meritorious Patron
The Dalai Lama Says...

Dalai Lama: "As long as we observe love for others and respect for their rights and dignity in our daily lives, then whether we are learned or unlearned, whether we believe in the Buddha or God, follow some religion or none at all, as long as we have compassion for others and conduct ourselves with restraint out of a sense of responsibility, there is no doubt we will be happy."

Interesting. Grades processes, that part of scientology that most people agree as being its best parts, are mostly about relationships and frailties of human interaction.

Sage advice here in one my all-time favorite goofy movies, Bill & Ted's Excellent Adventure:

http://www.youtube.com/watch?v=J7532GXPnO8&feature=related
 
I'm guessing real estate is what you sell?

close, general contractor and property management (renting )

bought and sold houses since I was 12

real estate people dress up, wear suits, drive nice cars.

I wear Levis or cargo shorts, sandals, running shoes, or cowboy boots.

I don't own a suit. lots of t shirts though. many with pithy sayings.

pick up truck, 4 by 4 for me

http://www.youtube.com/watch?v=Jdok71_lM5w
 
Last edited:

lkwdblds

Crusader
I met up with Hector Carmona CCLA Reg 1970 - 1972

Hector Carmona called me 3 weeks ago, we got to talking and he mentioned some physical ailments he had. I told him about ionized and alkaline water. He knew a place near him that gave out free Kangen water. He had tried it for a while some time back for a short time and stopped. I suggested he begin drinking it again. Five days ago he called me, just leaving the VA after receiving a physical exam and was all excited. His Cholesterol reading was 170, the first time in his life it had been below 200. Also, some psoriasis condition on his arm had gone away. I checked with Edey and her boss and we found there was a Kangen event scheduled at in Northridge, near where Hector lives for Sunday, which was yesterday. We got Hector to agree to go and the three of us drove up their to meet Hector.

THE EVENT OF A LIFETIME - IT FELT LIKE BEING AT THE PLAYBOY MANSION! The event was small, maybe 15 public attended along with we three from Orange Country and about 6 Kangen muckety mucks (executives). The event was staged by perhaps the biggest Kanen exec in the USA, Tony Mack, a middle aged Black man but this was not his home but the home of another company big shot. Another Company big shot was a chef and catered the affain, offering some of the best food I have ever tasted.

The first people we met, were a mid 20's couple who both had thick British accents and who looked like models, male and female. They were joined by a mutual friend from France, Elodie, was was also about 25, lavishly attired and loooking like a model. We were given wine glasses with Kangen water and there were women servers who kept going around filling the water glasses.

HECTOR - I had not seen him since 1979 I believe, when I took my last course at CCLA on La Brea. He was still head registrar then all the way up to 1982. Hector looked pretty good but casewise, he was not in good shape. He was all shook up because he had a hard time finding the place. Hector met Edey and her boss and then Hector and I sat down and started talking. He was so tense, I began giving him a very strong neck, shoulder and upper back masssage while we were talking. The sides of his neck were in terrible shape but after a good 20 - 25 minutes of massage plus with him telling me of some of his horror stories leaving C of S and expressing tremendous amounts of charge and me going out of my way to give superlative acknowledgements, he began to feel more relaxed. One super acknowledgement I use no in my "ack bag" is "(Person's name) and then, that is so real to me!" Another one is, "Wow, that's amazing, I experienced almost the same thing!!" I only say these things if they are true but having been there in the Sea Org, a harmonic of what he experienced also happened to me in every instance.

AGAIN WE SEE THE VALUE OF A DEBRIEF. Poor Hecky Pooh! Our mutual friend Bev Carter, now deceased, had coined that name for him in the early 70's meanwhile, she was Beverwill, coined by my Brother who was called Rubala, while I was called Garala. Hecky had never debriefed on his C of S and Sea Org experiences. He was declared in 1982. He's talked to several exes, his closest ex is Spanky Pinion but none of his friends seem to have any perception that he needs help and if they do, they don't know how to deliver the needed help. Lakey to the rescue! Using half acks punctuated with some major full acks as I mentioned above plus projecting a lot of empathy and concern, the charge begins to come off and the guy starts to relax. The massage and pressing on his head and allowing charge to blow off adds another dimension to the debrief but it is not necessary!

Hector was lucky he found me. I am genuinely greatly concerned about all the charge he has stored up in him from his mishandlings at CCLA and mis - indications, i.e. being falsely labled a suppressive person, etc.. I share over 4 years of being on staff with him in good times and we were both beaten up pretty badly, him much worse than me, and then thrown out with no debrief or concern by the Sea Org. He got declared but I did not. I look at it as a privelege to help rehab someone who had been screwed over. I know the tech on it, know the mechanics of how to do it and I receive tremendous satisfication doing it. It is fun, it is challenging and there is almost nothing I would rather do than rehab an ex Scio who was trashed by C of S. I find it equally enjoyable to seeing a spellbinding mystery movie or getting hooked on a great book and not being able to put it down. Had I not shown up, Hector would have eventually gone to his grave with this enormous pent up charge inside of him. It is a privelege to be able to fix someone in this state and a duty to do it if you know how.

Hector was revitalized by attending this event. First, I debriefed him and then he heard the Kangen presentation. He still has a lot of connections from the old days in C of S and he still is very persuasive as a salesman. He saw here that he might possibly have a means to promote a product that has health benefits and become affluent doing it. He is going to weigh his options and we are all going to go to a follow up event in Glendale, next Sunday. Between receiving a debrief from me and from what he learned from the presentation, and all the people he met, the pensive, purposeful Hector who left the meeting was a different man from the person who frist drove up.
Lakey
 
Status
Not open for further replies.
Top