Sales Story
WINNERS AND LOSERS
Can’t make the numbers happen?
Fired or on the way out the door?
Maybe it’s not you…
Let’s start by defining what a loser is:
Comes in at the bottom in a game or contest.
Let’s look at the possible causes for failure:
Your Fault:
1. Did not put in a sincere effort to succeed.
2. Makes excuses for failing.
3. Blames others without introspection or admission of fault.
4. Has no talent for the game.
Maybe sales is not your destiny…
Not Your Fault:
1. Wrong company – work for losers and get what you get.
2. Wrong product – true if other reps can’t sell it either.
3. Economic collapse – people want to buy but are broke (not just a stall).
4. No support – company drops the ball… on your head.
5. No training or not reality based.
The fix:
1. Quit and find a better company and product
2. Sell what moves in bad economic times
3. Get realistic training to master sales
CLOSERS
A closer does whatever it takes to get a sale. A person that finds ways to make deals happen regardless. Shows initiative and abhors excuses.
Here’s the good news: Losers can learn to be closers.
Not by magic.
By method.
All it takes is at least average intelligence and willing to pay the price for success no matter what it takes. Willing to admit fault, open to new ideas and adaptable. This narrows it down to maybe 10%. The other 90% are rainbow-chasing wishers, lazy, narcissistic know-it-alls, something-for-nothing wastes of time.
What’s worse than not knowing? Thinking that you do. Many reps confuse hot air coming out of their mouth with sales ability. Or they want to believe it can be easy if only they worship the next shiny sales guru.
For the remaining 10% listen up. I am not a guru. I am one who has systematically studied sales and discovered what works, what doesn’t and why and is able to communicate the truth to others.
Here is the Golden Rule of Sales: Nothing is worse than a commission-only job when you can’t sell…. and nothing is better when you can.
Most reps fail for one or more of the reasons I mentioned above. They swear off commission-only and seek the so-called security of a little salary.
Let’s see how close to reality we can get.
WHAT IS SALES?
Many people have the wrong impression about what sales is. They sterotype reps as self-serving, ingratiating con-artists. Yes some sales reps are liars and use coercive tactics. They primarily sell timeshare, cars, solar, home alarm, credit repair, roofing, mlm and various scams. Meanwhile millions are honest and hardworking. They work with customers to find and implement solutions to pressing problems. Without sales there is no economy.
Sales is simply the initiation of the business process that every company and individual partipates in every day to fulfill our various wants and needs. In our free market economy each party acts in its own self-interest to maximize gains while minimizing losses and risks. It can and should be an honorable exchange that benefits us all.
SALES TRAINING
Sales managers are typically hired to babysit an existing team of salary reps. It’s easy to recruit when reps line up and plead to be hired. Sales managers are almost always reps promoted because they sold more than the other reps. The sad result is that the company loses a top rep to get a mediocre manager. One who has only vague ideas why they sold more so can’t teach others to do so.
Salary managers have no real basis for their methodology other than mythology and hearsay. They rely on ridiculous sloganeering they picked up from fictional movies. Thus begins the endless loop of the ridiculous nonsense reps learn. They tend to strut around like some pompous wannabe tyrant. Reps are thrown into the fray and fired if they don’t figure out some way to get a deal. They are threatened and browbeaten. High-pressure coercive sales tactics result from desperation and fear. This leads to the bad reputation sales has as a job. It cannot rightly be called a career as it has no professional standards.
RISK-REWARD
Most reps want a salary. They are scared and focus on the compelling immediate like paying the rent this month. Understandable but it’s a dead-end. The salaries are meager because the employer takes the risks. These jobs are often eliminated in bad economic times. Like now.
Commission reps are willing to take risks and rely on their own talents and efforts. They get paid more in keeping with the risk-reward concept which is the basis of the economy and trade. You cannot change this any more than objects fall upward in defiance of gravity.
If you want the employer to take the risk paying you a salary up-front before you turn in any deals you will be in a long line. A line that is disappearing fast. Your pay will be vastly less to compensate for the risk.
If you are willing to take the risk and work on a commission basis companies will line up and kiss your ass. You can make more because you take the risk.
THE OFFER
Companies that produce products or services know their cost per acquisition. How much it costs to get a sale. They can outsource, automate, use AI or whatever. That cost is their baseline. If you can offer a sale at our below their baseline cost, your commission, why would they say no? You are not asking for a salary, payment in advance of delivery so they incur absolutely no risk. Assuming of course that you are not a whining, complaining, pain-in-the-ass entitled jerk.
You bring incremental sales. Sales they would not have received if not for you. If their baseline, the commission they agree to pay, is not greater than wat it costs for you to get a sale (expenses and how you value your time, efforts and expertise) then you walk. If you can sell efficiently by mastering the game, you will have endless opportunities to make a dollar. This is the magic of free-enterprise market economies. Don’t try this in Cuba.
COMMISSION SALES TEAM EXPERT
I have built 145 commission sales teams on contract for client companies since 1987. My clients did not have the inside talent or were too busy with product development and operations to be bothered to do it themselves. Along the way I recruited, trained and managed over 20,000 reps. I am probably the only person that has ever built this many teams because like I said, I was doing contracts.
I came into sales after a career in engineering. I wanted to learn to be an entrepreneur and sales is the front lines of business. I applied a systematic approach learning what worked and what didn’t and most importantly why. I learned how to course correct to get improved repeatable results.
I slowly but surely created and perfected a unique realistic sales training program. First for myself and then for the thousands of reps on my teams.
This training had to be fast because commission reps quit if they don’t make sales (unlike salary reps who will hang around like welfare recipients for a lifetime).
I have taken average people with no sales experience into the Top 10% on their teams reliably earning $10,000 a month or more.
These novices passed by reps with 20 years experience who in their hubris believed themselves to be closers. They were not. They were schmoozers, backslapping gregarious phonies. They thought if they could get a prospect to “like” them they would buy.
Or they slaved long hours until they got lucky. Like mules pulling a plow all day. They had no technique and were relinquished to the bottom of the pile, tired and broken.
The only so-called training they got was being told to listen in on Bob’s calls. Bob was the top rep because of natural charm and charisma. These traits are inherent and can’t be taught. Reps who attempted to mimic Bob were perplexed and disappointed.
The training offered was utterly senseless, useless and demoralizing. The attrition rate was sky high. A few stragglers hung on because they couldn’t find another job. The employers didn’t care because reps who get salaries are easy to find. And to fire. They were cannon fodder.
As I developed my training program I did not make it more complicated. I purposely simplified it. It evolved to the point where it was easier to understand and master. More and more reps made it.
I focused on the few reps who were smart, ambitious and trainable. I was like a Sherpa getting them to the summit. When they reached the Top 1% they were earning $10,000 to $20,000 a month and a few surprised even me making $100,000 a month.
This was accomplished without coercive closes, long grueling hours or memorizing scripts. I eliminated adversarial relationships with prospects and the resulting stress. Indeed the opposite was the case…. cooperative sales, hours approaching just 10 a week and easy conversations instead of robotic script reading.
It worked for any age, sex, ethnicity…whether the reps were blessed with good looks or were trolls. They could be charmers or have a personality like Zuck. If they followed the training and made the calls consistently they quickly became top reps on any team. It was easy as their competition was lazy, inept, untalented and entitled.
Nothing is worse than a commission sales job when you don’t get any sales. Nothing is better when sales come easy and the commission checks roll in.
Reps who followed the simple path I laid out made more money with a smile on their face. Work became fun. Life became fun. The future looked bright.
You can learn valuable skills that can lead to a successful sales career. Or help you sell yourself better than the competition to get that dream job. Or to attract a mate. Get elected. Raise funding for a startup. Or talk your way out of a traffic ticket. It’s all the same.
HOW I ACHIEVED SALES NIRVANA
After extreme success as a commission rep I founded a company to build sales teams for others. I have built 145 sales teams with over 20,000 commission reps. I started in sales as a commission-only rep calling on automotive service business selling diagnostic and technical information systems. I quickly discovered that as a profession, sales was smoke and mirrors where anybody could declare themselves a guru with nothing more than hot air to back it up. The training was more motivational sloganeering than useful methodology.
Having a scientific background, I took the situation as a challenge. I did exhaustive systematic study of all published information and found it for the most part useless and irrelevant. It seems that each so-called author plagiarized the previous books copying the mythology of other writers, at best adding another catchy phrase or two to the dung pile of sales literature.
I applied what I learned about the scientific method. I created a hypothesis for each aspect of the sales process. A hypothesis is an educated guess, a model of reality. A sales process was drafted based on the best thinking in sales so far combined with what I knew worked for me personally. I systematically tested each in the only laboratory where such experimentation can provide meaningful results, the free-enterprise marketplace of sellers and buyers acting in their own self-interests.
I knew I needed a statistically valid sample size before a judgment could be made, so I rigorously and consistently used each method many times with real products, real prospects, trying to get real money. This was no mere theoretical MBA class. This was life and making a living (or not).
Patterns quickly emerged and became more clear over time. I discovered what worked and what did not. When a sale happened the process worked. When I got objections and rejection the process did not work. Causation and correlation needed to be verified in a systematic way.
I created the Zero-Defect Demo™ concept for sales whereby the ultimate 100% close ratio goal was embraced as possible since eventually only effective techniques remain as non-effective techniques are eliminated one-by-one. This concept was extended to include the systematic writing of voice mails, opening statements, presentations and so on, word-by-word, testing each in the crucible of the marketplace.
This evolved into the Psychologically Engineered™ sales process where the perceived meaning and thus implication of the whole, component elements, sentences, phrases, words, inflection of delivery, emotional content and spin, and so on is the basis. This was the breakthrough I had sought. It is subtle and somewhat esoteric. On the one hand, it is more intuitive than rational which upsets analytical left-brain types. On the other, it is logical and rational which causes the right-brain focused poets eyes to glaze over. We live in a world where all modes of thought, consciousness, and being coexist. This is another indicator of the worth of the model since it includes and embraces every possible mode and seeks to create more.
Now I needed to determine and ensure repeatability. Variables must be minimized. The key one being the rep. Was it the process or the rep that led to failure or success? By this time I was training professionally so had another laboratory to work in, the classroom. I was intelligent and talented. Was that a requirement or merely an advantage to get the same positive results?
I hired and trained hundreds of reps. If a rep would unlearn accumulated subconscious bad habits and learn the Psychologically Engineered™ sales processes I developed, and work systematically and diligently, that rep would quickly rise to the top. If not, the rep languished in mediocrity or worse, usually quitting dejected and broke.
No more would reps have to blindly follow what others think works. They could discover quickly first hand and verify what actually does work. Not in general terms, but for themselves specifically and for the exact product they were presently selling.
I continued evolving and refining the Psychologically Engineered™ sales processes. I wanted to make it easier to learn and master, not just the top reps, but for any serious reasonably competent rep. I learned what was essential and what could be triaged out. The more I developed this process, the easier it was for others to learn and master and the faster they rose to the top. It not only worked, it worked every single time.
I took on more and more clients and built lots of teams in a wide variety of industries and markets. I hired and trained many thousands of reps. I discovered that the core of the process was applicable to any product from the most simple to the most complex and technical. I noted that it didn’t matter if the reps were old or young, experienced or novices, genius or average intelligence. Amazingly, it didn’t matter if they were extroverted or introverted, optimistic or pessimistic, or any of a multitude of yin-yang personality characteristics.
Above all, it didn’t matter if they had a positive attitude, a negative attitude, or no attitude at all. This was sacrilegious. It was heresy. It was true.
Thus the Top 1% Sales Process was created and perfected. It is firmly based on the Psychologically Engineered™ sales process, which in turn is based on systematic approaches that celebrate the emotional and intuitive while preserving the value of rational thought.
It stands alone today as the fastest most reliable way to that exalted Top 1% realm of sales success. It works for any reasonably intelligent rep willing to pay the price to learn and master. It is deceptively simple. Many reps don’t try because it looks too simple. It is simple, but so is a guitar (6 strings and some frets along a neck), writing (just 26 letters in the alphabet), and raising kids (how hard can it be…. I was that age once).
I published it all in a huge library of ebooks, videos, animations and audios. Not just how to be a Top 1% rep but how to build commission sales teams.
Comments come in daily from reps across the country who tried the training and relate how it helped them reach new heights of success in sales. They tell heartwarming real-life stories of hardship and failure transformed into happiness, supporting their families, and enjoying life.
THE PITCH
The 5-Factor Sales Mastery™ program includes access to the eBook, videos, animations and audios.
The content is not published or sold on Amazon or in some high pressure guru seminar.
But wait… there’s more….
Invites to live weekly calls where you can personally ask questions, get realistic feedback and personal coaching to improve your performance.
Priced at $99.95 per month.
Is it worth it?
How much more would you be paid if you were the number one rep on your team?
GUARANTEE
You can request a full refund after the first 7 days for any reason.
I won’t keep your money unless both of us are happy.
QUALIFYING
This training is for independent commission-only reps or the self-employed. It is not for salary reps who want free easy money, security or socialism. Socialism is the polar opposite of entrepreneurial spirit that created the opportunities we share.
I have found that it is more rare than a unicorn ice skating under a blue moon in Tahiti for a rep on a salary to take on a commission-only job. Endless reps have sworn that they are ready to be independent and want to make more money. They make it as far as training and quit not making a single sales call. In fact they never quit their day job. They took a few sick days. I called their employer for a reference and let me tell you how surprised they were.
They have become addicted to “security”. They have succumbed to comfort and ease. They are like gamblers and junkies who swear that this will be the last bet. Or shot. It’s never the last. The guaranteed check at the of the week is their crack. They snort it and ask for more. This is anathema to my way of life. It is abhorent. I find it hard to understand. But I do I understand. A lifetime traded for some white powder or a meager paycheck. If you are a unicorn from Tahiti let me know.
Also, I won’t teach karate to a criminal or sales to a thief. The methods I learned and perfected can be used to feed a family or rob one. Like a gun. They are more powerful than you can imagine. In the wrong hands they are dangerous. Most people have no immunity to these. Anymore than an average person can fight a trained and skilled black belt. Only character protects them. This is why the most esoteric methods are taught only in live sessions and not written.
GETTING STARTED
Send in the Application form.
I will send you a link to my calendar to schedule a personal call.
I will answer any questions.
I will be deciding if I can help you be a success in sales.
After recruiting, training and managing over 20,000 reps on the 145 sales teams I built I will know.
If accepted you will get a login to access the sales guide and weekly invite emails to the live sessions.
I will guide you to your unique personal success.
CAVEAT EMPTOR
Caveat Emptor is Latin for Let the Buyer Beware. It is a common law principle originating in English law around the 1600s with cases like Chandelor v. Lopus. It placed the burden on buyers to perform due diligence before purchasing, establishing buyers couldn’t sue for defects unless the seller actively misrepresented the goods.
You have no doubt heard countless boasts and promises about sales and are rightly skeptical. Here is how to tell the difference between bullshit and truth. Look for exaggerated claims with no evidence to back them up. Promises of get-rich-quick with no effort are always bogus. Look out for plagiarized useless sloganeering content or AI generated crap. Be wary of cult-of-personality, guru worship cult-like scams. If you are bombarded and pressured with popups and emails offering special deals if you sign up NOW or countdown timers you should bail quick. Expect fair pricing. Beware of outrageous fees to access top-secret content or secret handshakes to join the inner circle of apostles and devotees. Run away if you are coerced to recruit friends and family like MLMs do. Crooks hide behind websites and never divulge personal information. Look for evidence of real people and proof they are legit. Evaluate testimonials for AI fakes. Expect a guarantee so you can try it out.