| A young guy from New Jersey moves to | | | | So, I asked him if he wanted to have his own |
| California and goes to a big "everything | | | | boat down there. He said 'Yes,' so we went |
| under one roof" department store looking for | | | | down to the boat department and I sold him |
| a job. Instead of going to the Human | | | | that twin engine 21 foot Starcraftt with a |
| Resources Department, he asks to see the | | | | trailer.But, his Honda Civic couldn't pull |
| store manager. He tells the manager that he | | | | the boat, so I took him down to the |
| wants a sales job: He can quickly determine | | | | automotive department, where he traded in the |
| if a shopper is a real buyer, and he can | | | | Honda on a 4X4 Chevy Suburban."The manager |
| close most of the Buyers.The manager says, | | | | said, "A guy came in here to buy a fish hook |
| "Do you have any sales experience?"The young | | | | and you sold him a boat and SUV?"The new |
| guy says, "Yeah, I was a garden equipment | | | | Senior Sales Representative says, "No ... I |
| salesman back home in New Jersey."Well, the | | | | forgot about the Tampons. He came in to buy a |
| manager liked the way the young guy spoke, so | | | | box of tampons for his wife, and I said, |
| he offered to put him on trial for a few days | | | | "Well, your weekend is shot, how would you |
| as a Sales Trainee. "Start tomorrow. Just | | | | like to go fishing?"Hopefully, you're |
| report to the floor manager on level one. | | | | smiling. Now, think about it: Wouldn't it be |
| I'll come down after we close and see how you | | | | great if you could learn to spot a Dream |
| did."His first day on the job was rough, but | | | | Prospect like the one in the story? Fewer |
| he got through it. After the store closed, | | | | sales with much higher Gross Revenues sounds |
| the store manager came down. "How many sales | | | | good, doesn't it?It's time to stop |
| did you make today?""Just One."The boss says, | | | | daydreaming, and time to learn how to sell |
| "Just one? Our salespeople average 20 or 30 | | | | like our young hero. Get started |
| sales a day, with an average gross of about | | | | NOW!©Jacques Werth, High Probability(R) |
| $1,500 each. How much was your one sale | | | | Selling - All rights reserved.Jacques Werth, |
| for?The new guy says, "$111,447.23.""Over one | | | | author of "High Probability Selling," is an |
| hundred thousand dollars? What the heck did | | | | internationally respected Sales Trainer and |
| you sell?""First, I sold him a small fishing | | | | Sales Consultant. HPS graduates are excelling |
| hook. Then, I sold him a large fishing hook. | | | | as Top Producers in over 70 industries. Visit |
| Then he bought a new fishing rod and | | | | to read more articles, preview the book, and |
| reel.When I asked him where he was going | | | | learn more about High Probability Selling. |
| fishing, he said, "down off of Costa Mesa". | | | | |