How Sad Sacks in Newark Ohio Became the World's Best Salespeople

This story is 100% true. It is not fiction. You will learn how what seems to be magic can make you a super star salesperson.

I was put into sales management much against my wishes. Teaching my system of "The Magic of Numbers and Statistics in Sales" was no easy task, because people considered my stories of guaranteed sales to be a fantasy.

I was assigned to our Newark, Ohio office, a terrible, poor performing office that was being completely overhauled. Even the current sales manager thought it was a disaster., and he was convinced no one could make any sales in Newark, Ohio.

The Newark manager's belief was so strong that the salespeople and senior management believed also that the town was incapable of profit. I was slated to shut down the office but instead I convinced senior management to let me try to salvage it.

The office's future hung by a thread. The salespeople had doubt firmly planted in their minds. This doubt would have to be dealt with or Newark would be doomed.

But in my heart I knew that the people in Newark were the same as people in Columbus as the people in Dayton as the people in Cincinnati and everywhere else we had opened up offices. I knew that Newark would produce sales.

Because my system had been successful everywhere, all I needed to change in Newark was the negative thoughts.

I believed it would be easier to start with a new crew then to change the deeply negative thoughts of the current group. I told everyone they were absolutely right, and that Newark was an too hard to sell. I advised them to find work elsewhere.

One young lady begged me to stay, she told me she really enjoyed her work there and she wanted to keep her job.

I warned her that I expected a lot more than the previous manager. I told her that she would be responsible for three times the amount of the previous quota.

She told me she was willing to do that, but with tears in her eyes she told me she didn't know how to do it.

I could truly feel this woman's sincerity. She was clearly open to learning a new way. And I knew that if she could accept it, I could show her the way to make those sales.

I showed her exactly how she needed to follow the system step by step and how that would lead to making her quota. I revealed to her every single thing that needed to be done to make sales.

I explained to her that sales was more than just coming to work. You have to actually work while you're at work. You have to believe while your dialing that the people want what you have. You have to be kind, you have to be sincere, you have to transmute the feeling you have about the products and services to the prospect on the phone. Without this, nothing will ever happened.

I also explained to her that you can keep track of your results by percentages. If for instance, you start out making one sale for every 10 prospects you talk to, that can be a number you can count on no matter what.

She would know how many presentations she had to do per sale, she would know how many presentations she had to make each day to make a certain number of sales in a week. If she wanted to make a certain amount of money in sales per week, that she would have to do a certain amount of presentations each week in order to get a certain amount of sales.

It was amazing to her the first week when she actually hit her goal. What seemed impossible had become possible! The second, third, and fourth, week it became more real and more true to her. Until finally she knew that it depended on her to do a certain amount of presentations, and that would lead to a certain number of sales, that would create a certain amount of income.

The next step: getting more sales from turning no's to yes's, by raising herconsistency and continually making her beliefs more positive. And the reward would be even more increases in income.

I hired more salespeople, and trained them side by side with the young woman who was aliving example of the things I was teaching them. Slowly I built up a group of five top salespeople, including the young woman. Everyone was making quota with the system.

At this point I had a blended crew, some new members, and some members from the old sales team. Over time two others had come back to me and I allowed them to come back one at a time, and I taught them the new way. Everyone used the new system, quotas were being made. And then it was time for a test of my great team.

We were able to convert them to the thinking that Newark was a great place to work and makes sales, and that people wanted our products.

In the drawer of my desk lay the same sheets of numbers that had been used by the previous manager. These shame-filled pages still held bookmarks of the unfinished area and notes that detailed that sad results of the old way that did not lead to sales. One afternoon, I pulled those numbers out of my desk drawer and showed them to the sales staff.

When the old crew saw me pull out the numbers, a chill shot across their face. They asked, we're not going to dial those are we? I said yes we are. These are wonderful numbers we are going to do great with them.

They really didn't want to call those numbers. They told me the numbers did not work. They told me those numbers led to the meanest people they ever called, people who slammed the phone down, wouldn't even talk... and even if they made a sale those people were never home when they tried to deliver.

I explained to them, you are now a powerful crew. You are some of the finest people in this company. We have been setting records over every other office in the company.

We all worked for a very large company so it was quite an accomplishment for this sales team to have the top sales records in the company. So I looked each of them in the eye and said very firmly: "This time when you call those people, they will say yes!" All of you have nothing to fear from the old numbers, you have something new -- you have a new belief. All of you have a different attitude, you have new sales skills. Now you know you have something to offer that is good and you know that these people want it. They only told me they would "Try". I knew there was a problem, when they told me that.

So we started dialing. I did everything I could keep the room cheery, I made a pot of gourmet coffee, the aroma would fill the room. I brought in some doughnuts, I tried to make a few jokes. However at five o'clock we did not even have one sale.

Now I had promised my boss, that I would never walk out of my office without at least seven hundred dollars in sales for the day. We had zero. However, I was not worried, I knew my crew had the ability to pull off a minimum day in only one hour if they decided to. We normally turned in twelve hundred dollars or more per day in sales.

7 o'clock rolled around and we only had two hours of dialing time left. I stopped my crew. They were very despondent. The fear and negative thoughts that had been part of their life from the old manager had taken control of them again. It was almost as if the negative thoughts magically left the paper into their hands and went up to their brains.

I explained to them that their success came from themselves and their frame of mind. It had nothing to do with management. All I had simply done was point out what was inside themselves, and what their own abilities were. If they could look inside themselves now, they would see that they still had the ability, and they could still make this a very successful day.

Calling resumed, but I knew I was losing them. They were whining and complaining. I was losing my cool. Half an hour left and no sales.

I asked everyone to stop. I told them that I had made a promise never to turn in less than 700 dollars for one days sales to my supervisor and I am going to keep that promise even if we have less than half an hour left today. I have listened to your concerns, even your complaints and whining all day.

I know that you are the best crew I have ever had, and probably one of the best I will ever have. But you have let me down.Now that is fine, because I have let people down also. But mostly I am concerned that you have let yourselves down. You have let this poison of negative thought infect you, and I have to show you that it is only yourself stopping you. It is not the people we are dialing.

They knew I was angry when I asked them to give me the very worst sheet of numbers in the room. They agreed with little delay on a specific sheet on numbers. I took it, and I announced that we would make that $700 today if I had to do it all myself. I told them to get the drivers ready to deliver product and pick up checks. I warned them that we were going to be very busy in a short while.

I pointed to my number one and number 2 sales writers, "you and you, I will not have time to write down these sales, so you will need to fill out the order forms as you hear me repeat the customer's name".Our average sale was $35.00, so I was going to have to make 20 sales in about 20 minutes. I knew I had no time to take a no. Everyone had to say yes to me. I knew, that if I believed, no one could say no to me, if I was sincere, if I believed I was doing the right thing, If I believed I was doing something good for someone, and I did.

So I sold the first call. Then I sold second person I talked to, and I sold the third person I talked to. I was doing it! Every call was a yes! I was truly at the top of my game! I was showing them they could control it. I was proving to my people that they could choose not to allow any negative beliefs in their minds to stop their sales.

When the time clock told us the working day was over and I was down to what my people told me were the "worst of the worst" numbers, I made the seven hundred dollars of quota I told them I would make. The drivers who had been made ready successfull delivered product and collected the checks. My sales team was floored. They had seen it with their own eyes.Now they knew I would never, ever accept "bad numbers" as an excuse for lack of sales.

From that day on, we made even more amazing accomplishments. My crew of 5 people outsold other offices with crews of 12-15 people. I was very proud of them. Later, when I was only allowed to have 3 telephones to work with, in a territory that was considered a disaster, and unwanted by the Columbus office, we had our highest sales ever.

They knew they could do it, and we still outsold many of the offices with 12-15 phones and 20-25 salespersons.Although my 5 people had to share 3 phones, and we were calling an area no one else wanted, my people knew that did not matter.

The rest of the company averaged 5 sales out of each 100 contacts. But in our sales room, at least half of everyone we talked to became a sale. The sales team I had trained was doing better even than I had done as an individual sales person, and I had sold approximately one out of every three, which was a very respectable number and made me a top salesperson. The sales were unbelievably high. But my sales team knew it was true, because they were doing it.

Article Source: Free Content Articles Directory

Timothy L. Drobnick Sr. is still helping people learn how to become the best salespeople. View the slideshow to see how Tim can teach you to be the greatest salesperson you can be.

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