The ultimate fishing resource


The Sales Trainee

A young guy from New Jersey moves toSo, I asked him if he wanted to have his own
California and goes to a big "everythingboat down there. He said 'Yes,' so we went
under one roof" department store looking fordown to the boat department and I sold him
a job. Instead of going to the Humanthat twin engine 21 foot Starcraftt with a
Resources Department, he asks to see thetrailer.But, his Honda Civic couldn't pull
store manager. He tells the manager that hethe boat, so I took him down to the
wants a sales job: He can quickly determineautomotive department, where he traded in the
if a shopper is a real buyer, and he canHonda 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 youngand you sold him a boat and SUV?"The new
guy says, "Yeah, I was a garden equipmentSenior Sales Representative says, "No ... I
salesman back home in New Jersey."Well, theforgot about the Tampons. He came in to buy a
manager liked the way the young guy spoke, sobox 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. Justlike 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 yougreat if you could learn to spot a Dream
did."His first day on the job was rough, butProspect 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 salesgood, 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 30like our young hero. Get started
sales a day, with an average gross of aboutNOW!©Jacques Werth, High Probability(R)
$1,500 each. How much was your one saleSelling - All rights reserved.Jacques Werth,
for?The new guy says, "$111,447.23.""Over oneauthor of "High Probability Selling," is an
hundred thousand dollars? What the heck didinternationally respected Sales Trainer and
you sell?""First, I sold him a small fishingSales 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 andto read more articles, preview the book, and
reel.When I asked him where he was goinglearn more about High Probability Selling.
fishing, he said, "down off of Costa Mesa".



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