The Amazing Newark Story
I developed a very loyal crew. For example, I went out to Newark
to rebuild a small office. The office had never really taken
off. The previous sales manager had deemed that Newark was
incapable of making any sales.
Because of his attitude, and belief, not only had the
salespeople believed him so did the management that I was
working for. Originally, I was to shut down the office but I
asked for it chance to redeem it.
I knew this was a last ditch effort, and all the salespeople had
been infected with negative ideas. I knew I had to correct that
or Newark wouldn't produce any sales.
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 ever were else we had opened up offices. I knew
that Newark would produce sales.
Everywhere we had gone our system had been successful, and I
knew all we had to do was repeat it in Newark with a positive
attitude.
Immediately I let everyone go. I told them that they were
correct, this city would not produce sales, and they might as
well go find work elsewhere. I knew that in their frame of mind
it was an uphill battle and I was better off starting with the
new crew.
One young lady, by the name of Crystal, begged me to stay, she
told me she really enjoyed her work there, and she wanted to
keep her job.
I explained to her that I had higher quotas than her previous
manager had. She had been expected before to write five hundred
dollars per week, I expected one thousand five hundred dollars
per week. Three times her previous quota. She told the she was
willing to do that, but with tears in her eyes she told me she
didn't know how to do it.
I looked at her, and I could see through her eyes into her soul,
that she was open to suggestions and willing to learn. I
believed that Crystal could do it if she was shown how.
I explained to her, "If you'll just follow my system I promise
you'll hit your quota". So I showed her how to do it. 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. I showed her that to make her quota of
1500 dollars per week, that she would have to do a certain
amount of presentations each week in order to get a certain
amount sales.
It seemed amazing to her, but after her first week when she
actually hit her goal, it started to become possible to her. The
second, third, and fourth, week it became almost gospel. She
believed that her certain amount presentations would create a
certain amount of income.
And then I showed her how to increase her income by increasing
her ratio of sales from yes's to no