motivational speaker atlanta georgia

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Ode to Og Mandino

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Leadership-Winning Mindset

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Sales Training Bob

Cash Money Tree

Leadership & Trust

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Your Capacity for Success

Create Cash Flow-Equity

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Road Trip to Success

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Speaker on Vanity

Leadership Style - Skill

Selling Through Channels

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Exploiter Poem

Keynote on Revenge

Motivation and Money

Computer Poem

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Speaking of Action

Keynote on Greatness

Essay on Equality

Torpedoing Success

Consumer Motivation

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Motivation and Selling

The Success Matrix

Squirrel Wins - Focus

Why Take Action

Latino Market Growth

Motivational Failure

Speaking of Talent

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Selling Without Wires

Sales Storage Evolution

Acres of Diamonds

Motivational Principle

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Sales Ethics-To Tell

Monopoly of Ideas

Self-Esteem Motivational

Employee Recognition

Overcoming Fear

Cold Calling CEOs

Reality is Plastic Poem

Life Coach - What a Joke

Innovation and Technology

 

hispanic motivational speakerSales Training Done Right

 

Subject: Sales Training, Selling Technique, Distribution Channel


The other day our washing machine broke down.  Bad news.  My wife was frustrated and decided there and then that we would get a new one.  For those of you not married, let me simply say that when you’re wife isn’t happy, life in the household isn’t good.  So off we went to buy a new washing machine at the local Lowe’s.


Entering the store we immediately went straight to the back where all the appliances were.  There, standing near the washers was your typical Lowe’s employee wearing the customary blue and red vest that distinguishes them from the ordinary shopper.  I'll call him Bob.


As my wife and I approached, we began explaining the situation.  He said, “Give me a minute I’ll be right back.”


My wife and I continued to browse for a bit.  I was eyeing the less expensive washing machines while my wife was eyeing the very expensive electronic machines.  It quickly became evident that I would have no say in this matter. 

 

Bob returned, looked dead at me and said, “What type of washing machine are you looking for?”


I replied sarcastically, “It doesn’t matter what I want.  Talk to my boss (aka My Wife)".
 

Bob was quick to respond, “Sir, by that response I can tell you're a smart man.”  (What a suck up statement...I knew I was in trouble :-)

 

He then directed all his attention to my wife and began asking her a series of questions.  It didn’t take Bob more than a few minutes to sum up what he thought would be the best choice for my wife...the expensive choice I might add!


Bob said, “Well, this machine right here is my best seller. Compared to the other machines it uses 14 gallons of water, while the other use 40 gallons on average for a basic wash. Which means that you will get a Return On your Investment (ROI) in 2-3 years if you go with the best seller.  Now I can show you these others, but again, this here is the best of the best.”
 

My wife looked at me as if to say, “Well, this is the one.”
 

Now, with a sales pitch like that, how the hell was I even supposed to respond?  Bob, was presuming to be non-bias, but his preference was clear. A $500 difference clear, if you know what I mean!

Author’s Note: I love being sold to by a great salesperson. There’s nothing like watching sales' poetry in action. When kids come over to sell me boy/girl scout cookies, I make them give me a good sales pitch; my contribution to tomorrow’s entrepreneurs if you will.

It should come as no surprise to you that within minutes Bob was taking down our address, credit card number and asking what time the next day we would like to have the machine delivered.
 

Bob reinforced a few of the principles of great selling that I often preach:

1) Lowe’s is a reseller of many brands. Yet, Bob was pushing only one major brand. Not because he was being paid off, but because he believed in that brand.

2) Bob was “trained” well by the sales representative selling the brand through Lowe’s. How do I know?  How else would Bob know about the water efficiency?  The ROI?  Good sales representatives who sell through “channels” train people to sell when they're not around.

3) Bob used one of the oldest sales trick in the world. “Wouldn’t you want to buy the best?”  By telling us that this specific brand was his best seller, he was implying that unless we bought this brand, we would be settling for second best. And you know how much we capitalistic, egomaniac consumers hate settling for second best.

In summary, a great salesperson is someone who believes in what they are selling, knows how to sell the “benefits” of owning the product and leverages the buyer emotionally into buying from the best.

 

Damn that Bob...he was good!

 

Please forward this article; share it with a friend who may need a few words of inspiration.

 

Victor Antonio G., a top motivational speaker and author of “The LOGIC of Success”.  

 

Copyright © 2004 by Victor Antonio G.   All rights reserved.  This article MAY be reproduced in any form or by any means, electronic or mechanical, including photocopying, as long as the author’s name, website and email address are included as part of the article’s body.  All inquiries, including information on electronic licensing, should be directed to Victor Antonio G.

 

                                             

Motivational Speaker Articles

Ode to Og Mandino

Leadership-Time Management

Stupid People Poem

Christmas Story: Misfits

Leadership-Winning Mindset

Sales-Prime Contractor

Netflix-Blockbuster Competition

Sales Training Bob

Cash Money Tree

Leadership & Trust

Management Style

Your Capacity for Success

Create Cash Flow-Equity

Pay for Performance

Road Trip to Success

The Good Life

Power Shift-Toffler

Incentive Programs

Compromise Poem

Business and Ladders

Speaker on Vanity

Leadership Style - Skill

Selling Through Channels

Consequences

Exploiter Poem

Keynote on Revenge

Motivation and Money

Computer Poem

Selling & Optimism

Speaking of Action

Keynote on Greatness

Essay on Equality

Torpedoing Success

Consumer Motivation

Creative Destruction

Motivation and Selling

The Success Matrix

Squirrel Wins - Focus

Why Take Action

Latino Market Growth

Motivational Failure

Speaking of Talent

Speaker Success Poem

Selling Without Wires

Sales Storage Evolution

Acres of Diamonds

Motivational Principle

Professional Public Speaking

Diversity & Multicultural

Sales Ethics-To Tell

Monopoly of Ideas

Self-Esteem Motivational

Employee Recognition

Overcoming Fear

Cold Calling CEOs

Reality is Plastic Poem

Life Coach - What a Joke

Innovation and Technology


Motivational SPEAKER HOME | PROGRAMS: | Corporate | College | OrganizationsINFORMATION: |Speaker's Bio | Speaker Press Kit | Speaker's Products | Motivational Speaker Testimonials | Motivational peaker Videos | COACHING: | Speaker U | Victor's Bookshelf | ARTICLES ON SUCCESS: | Leadership & Trust | Speaker on Vanity | Keynote on Revenge | Business and Ladders | Latino Market Growth | Motivation and Money | Selling & Optimism | Speaking of Action | Keynote on Greatness | Torpedoing Success | Consumer Motivation | Creative Destruction | Motivation and Selling | The Success Matrix | Motivational- Squirrel Wins - Focus | Why Take Action | Motivational Failure | Speaking of Talent | Speaker Success Poem | Acres of Diamonds | Selling Thoughts | Marketing Focus | Sales Ability - Part 1 | Sales Ability - Part 2 | Sales Ability - Part 3 | Sales Ability - Part 4 | Strategic Selling-Legacy | Sales Techniques-Price | Sales Mastery-The Sale | Selling Without Wires | Sales Evolution | Ode to Og Mandino | Leadership Style and Skill | Leadership Success Poem | Leadership-Time Management | Motivational Principle | Professional Public Speaking | Diversity & Multiculturalism | Sales Ethics-To Tell | Cash Money Tree | Monopoly of Ideas | Sales Training Bob | Create Cash Flow-Equity | Pay for Performance | The Good Life | Power Shift-Toffler | Compromise Leadership Poem | Exploiter | Computer Poem | Leadership Qualities | Your Capacity for Success | Incentive Programs | Management Style Leadership | Essay on Equality | Self-Esteem Motivational | Employee Recognition | Overcoming Fear | Success Without Degree | Reality is Plastic Poem | Christmas Story: Misfits | Cold Calling CEOs | Leadership-Winning Mindset | Innovation and Technology |Netflix-Blockbuster Competition | Philosophy of Perfection | Renting Goals | Selling Not CollectingSales-Prime Contractor | Blink-Decision Making | Selling Through Channels | Roadmap to Success | Success Your Way | Why Things Don't Change | My First Trophy | Life Coach - What a Joke | Leadership Memorandum | How to Hold On to Your Super Hero Powers | Get Off Your Assets | What Killed Jack Rabbit | SHPE Happens | Autopsy of Inaction: The Living Dead | Reverse Engineering Success


Victor Antonio G.,  Sales Influence   All Rights Reserved 2002-2009,

A business motivational keynote speaker for events and conventions 

Travels from: Atlanta, Georgia   info@SalesInfluence.com

For booking information call: (678) 895-6068

11770 Haynes Bridge Road, Suite 205-501  Alpharetta, GA 30004