Self improvement sales training uses Meditation technique to boost sales.


Vincent J. Daczynski

Chapter 1

What In The Name Of Sales?

Over the last thirty-five years I have been through several sales training programs in real estate, insurance and securities. Additionally, I have read and studied numerous books on selling and psychology and I have reviewed many self-improvement courses. And as a consumer, I have been at the receiving end of a wide variety of sales presentations. I discovered that all sales training follows a central theme utilizing variations of one or more of the following: manipulation, gimmicks, ploys, showmanship, deception, control, dominance, pychological game playing, word mongering and canned pitches. Basically, selling today is taught in terms of staging a performance. However, the 'sales act' technique has run its course and is not apropos for the times in which we are living.

Buyers today are far more aware. They have increased product knowledge and understand themselves and others a lot better than they did a decade ago. Buyers know a put-on when they see it and are quick to spot insincerity. Until recently, most people have accepted the 'sales performance' as part of a game which had to be played if they wanted to acquire any goods and services. Now, people are tired of playing games. They have too many problems on their minds. Corporate outsourcing, restructuring, downsizing and mergers leading to layoffs and downgrades, and just general economic uncertainty, are forcing people to do with a lot less. Today, it is much easier for the purchasing agent or the housewife to just say, "No!" The sales actor looking for a stage to perform his act invites a hasty brush-off. But, the show must go on. The salesman must perform. Sales trainers and sales managers, themselves graduates of the 'salesman school of performing arts' perpetuate the folly by their mandate of how products and services must be sold. What should be a professional show-and-tell based on a natural wholesome sincere communication between individuals, instead, is being played in terms of manipulation, even deception, with some salesmen using every conceivable tactic short of drawing a gun to make the sale. I will cite a few examples to illustrate this point.

During my sales training as a stockbroker, I was told a story about a pro-football player who became a salesman. After making a number of personal cold calls to businesses, he soon discovered that his rugged, mesomorphic appearance and size overwhelmed receptionists. This caused resistance in the receptionists, making it difficult for him to get their cooperation in permitting him to see the key individuals.

So, he devised a tactic; he would trip and fall, scattering his papers on the floor, as he approached the receptionist's desk. By feigning a fall he would bring out the heartfelt sympathetic emotions of the receptionist, quickly melting her resistance. Oftentimes the receptionist would help him pick up the papers, and within moments they became friends. This ploy would get the empathic receptionist working on the salesman's side, opening doors to key individuals for him.

While I was attending a major insurance company's sales training orientation program in Connecticut, during the morning coffee break, the speaker sneaked up behind one of the group members and bellowed out a mighty lion-like roar, nearly scaring the guy to death. The six-and-one-half-foot speaker was the product of this company's advanced motivation training program.

"We can't tell you all of what we do in our advanced sales training courses," he boasted later to the class. "But, our salesmen break chairs, desks, and one guy rammed his fist one-inch into a solid plaster wall. When we get finished with you, you will be aggressive, motivated, domineering, and you will sell!"

Sell? Hell, why not issue blackjacks? This company runs a boot camp type of program. They teach dominance and aggressiveness, and direct that aroused energy towards selling. It is interesting to note that this insurance company has higher rates than most of their competition. With the goon squad they develop for making high pressure sales they do not need competitive pricing.

I also attended real estate sales training classes in San Francisco conducted by a major land developer. I was pitched the following line at the opening of every class, "I am going to teach you how to take money out of other peoples' pockets and put it in your pocket where it belongs." What was this, a school for training pickpockets?

A computer leasing firm in New York City used this outrageous technique for closing deals. "Mr. X, you have nothing to lose. Exercise your option to buy your leased computer equipment from the manufacturer. We will in turn buy the equipment from you at the same price you paid. Then, we will lease the equipment back to you for 30% less than you now pay. And, as an added incentive we are prepared to rebate the first two month's rental payment. Ahh...Mr X, we do not care who the rebate check is made payable to." At that point the sure-fire salesman hands Mr. X an endorsed check, with the payee section blank, and a contract to sign. This procedure was used by a major national computer leasing company as a standard procedure to build their empire. The ends never justify the means.

Some twenty years ago, when I was preparing to give a lecture on the TM program, I rented a meeting room for the occasion. Coincidentally, the adjacent meeting room was rented by the "Dare to be Great" self-improvement pyramid marketing group. I arrived early and so did their speaker. He noticed me and targeted me for a pitch. His first maneuver was to show me his identification proving himself to be a minister. "No reason why one should not make some money while helping his fellow man," he stated. Once he realized that I was the scheduled speaker in the adjacent room, which had only an accordian-type sliding door as a partition, he stated that he hoped that his group would not disturb me. "We make a lot of noise," he said several times during our conversation. "We holler and scream and stamp our feet," he said. He was right. They made a lot of noise. In fact, so much noise that Blue Sky securities laws were re-written in some states.

Here is another example. I was out with my family looking for residential property. We were being ushered to the property by a realtor who had an interesting exclusive listing on a must-see-to-appreciate property that was sure to sell fast, etc. En route, the realtor casually pointed out the various properties that he claimed he had sold. Ironically, as we passed a twenty-nine unit apartment house, which I happened to live in, he pointed to it stating that he had sold that property the prior year. The truth was, I sold it! The apartment manager had told me that the owners were planning on selling. I knew a buyer and got a finder's fee for bringing together the principles. You can imagine the dialogue that followed. Why the need for lying? I subsequently found a realtor whom I could trust and bought my house with her help.

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