| "Get into selling and make your fortune"
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| | intention to make a sale, but simply
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| the headline shouted at me from the
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| | because I was actually very impressed
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| classified page. It went on to explain
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| | with the technology.However, a strange
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| how anyone could become rich by learning
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| | thing happened: People started buying
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| how to sell.As a gullible young man just
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| | fridges. Each day more people came to me
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| out of the Air Force and looking for a
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| | to ask about them and more sales
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| job, I was hooked on the idea of a sales
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| | resulted. Weekly deliveries of fridges to
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| career despite suffering from a general
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| | this single store out of 365 stores
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| lack of confidence. On top of that my
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| | alerted the Head Office due to the
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| near panic at the thought that now I had
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| | unusual delivery rate.Incredibly, the
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| to survive in the big outside world on my
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| | company extended the premises to
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| own. No morning bugle call to kindly let
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| | accommodate more fridges. I have often
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| me know that breakfast was being
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| | wondered how they filled the space when I
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| served.No more shouting in my ear about
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| | moved on to pastures new.So there I had
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| the condition of the nice suit of clothes
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| | learned the two most important
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| they give you to wear. No more marching
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| | ingredients for selling which if mastered
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| in parades to a destination unknown, you
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| | will enable anyone to be proficient in
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| need only follow the leader and wait
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| | sales.Just these two for starters:
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| until you hear the order to halt.Worst of
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| | Enthusiasm and Product Knowledge.The
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| all, no more free meals and a bed, the
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| | third ingredient will be borne of the
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| reason I joined up in the first place. I
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| | above two which is "confidence"Armed with
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| had become institutionalised. From that
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| | enthusiasm for a product and thorough
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| point forward I would need to think for
| |
| | Product Knowledge, you will surely brim
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| myself for the first time in years.Solely
| |
| | with confidence. Most of your prospects
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| on the merits of my Air Force discharge
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| | will not see you as just another Sales
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| papers, I landed a job as a trainee
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| | Person but as an expert they can trust.
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| salesman with a well-known office machine
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| | Why will they trust you? Because as you
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| manufacturer. They kindly sent me to
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| | should have discovered yourself in life
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| sales training school for a whole month
| |
| | that it is always patently obvious when
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| after which you are supposed to be a whiz
| |
| | someone knows what they are talking
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| at selling. Not so for me, because after
| |
| | about, You know instinctively when a
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| a couple of months I had managed to sell
| |
| | person is telling you the truth. You also
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| . . . nothing.Hugely embarrassed and
| |
| | learn to know instinctively when someone
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| demoralised, I resigned. However, I
| |
| | is talking nonsense.Now here is a
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| continued to hold to the belief that
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| | truth:People will only buy from those
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| "selling can make your fortune", perhaps
| |
| | they trust. The emphasis is on the
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| because as a kid I had been quite a
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| | ONLY.Since then I have sold just about
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| successful street urchin.My ideas about
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| | everything under the sun, including
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| selling as a career were reinforced when
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| | double glazing, windows, home
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| by chance I read a news item about a
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| | improvements and several years in Life
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| janitor who became a commission salesman.
| |
| | Insurance. I learned some truly
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| Two years later he bought the apartment
| |
| | fascinating secrets on selling and how to
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| block where he had previously been the
| |
| | sell effortlessly.Truly "Selling" is
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| janitor.I must try again to become a
| |
| | easy, when you know how. Look out for my
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| salesman, and I did without much success.
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| | article entitled "Selling effortlessly by
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| Most of the direct selling outfits simply
| |
| | Numbers" you could be amazed.Naturally, I
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| gave me a pre-typed script to learn. I
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| | moved up in my sales career and bought my
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| tried the scripts, but several of my
| |
| | own stores. Selling the very product I
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| prospects simply asked me how long had I
| |
| | found impossible to sell just a few years
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| been doing the job. One asked me why I
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| | earlier, Office Machines.I can never
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| was speaking so unnaturally, I wasn't
| |
| | forget a major sale I made a few years
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| aware of it. Perhaps I speak with a
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| | ago to the Managing Director of a large
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| different tone when reading out loud from
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| | corporation. He bought a very expensive
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| a script.Perhaps I could learn to sell by
| |
| | product and gave me his company cheque
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| trying retail in-store sales, I pondered.
| |
| | there and then without question. However,
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| So onto the retail circuit. The Company
| |
| | just as he was leaving he mentioned that
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| boss had a store for each day of the year
| |
| | one of my competitors WGS was selling the
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| 365 stores. He sent me as a trainee to a
| |
| | exact same product at ten percent less.
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| store where I was asked to push the sales
| |
| | Being a bit puzzled, I asked him why he
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| of some fridges that had no motors. I was
| |
| | did not buy it from WGS."Because I
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| astonished. How can a fridge not have a
| |
| | preferred to buy from you" He
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| motor? I asked the store manager for a
| |
| | repliedThere you have it, as you must
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| brochure that might help my understanding
| |
| | surely know deep down, even from your own
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| of a fridge with no motor, so he dug
| |
| | experiences: People will only buy from
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| around under the counter and thrust a
| |
| | those they trust.Feel free to reprint
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| buch of grubby papers into my
| |
| | this article in its entirety in your
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| hand."You're supposed to sell them, not
| |
| | ezine or on your site as long as you
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| read about them" he complained.Anyway I
| |
| | leave the author's copyright in place and
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| did read about these fridges, and
| |
| | the links in place, do not modify the
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| discovered that not only did they have no
| |
| | content and include our resource box as
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| motors but the energy consumption was
| |
| | listed below.© Harry S RichardsResource
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| less than an ordinary light bulb. I found
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| | Box:
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| it all quite extraordinary. and simply
| |
| | Article by Harry S Richards. Founder of
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| voiced my amazement about them to
| |
| | Beauforts PC Trading.
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| everyone who entered the store. Not as an
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| |
|
