Sales Greats Part II

Last Update: October 23, 2014

If you missed Part I go here,

https://my.wealthyaffiliate.com/brooklynphil/blog/blog-request-sales-greats-part-i

I read “Think And Grow Rich” by Napolean Hill in HIgh School. Nobody else was reading it, it was not an assigned book. Nobody in my school read books you didn’t have to, I had to read it, for me. I wanted to be rich. I wanted to be a leader.

I was in my teens, when I got into the vending machine business. Back then ‘the boys’ handled all of the vending machines, In NYC. When the church wanted a soda machine for the ‘teen club’ the priest had to go to my boss, “Bullets”. That’s what everybody called him, and with a great deal of respect. I worked in this huge garage, where they stored the machines. I pushed a broom.

Everybody was in silk suits and drove a Caddy. Not me. ‘Bullets’ and the boys, were always going to the track and running on these errands. You didn’t want to ask. One day they’re all leaving, and ‘Bullets’ tells me, “You’re in charge!” I look around, but I don’t bother to ask, “In charge of what?” They leave, I’m there by myself.

The phone rings, I pick it up. This guy wants to order three vending machines. I take down his name, number and write the order. When they boys gets back ‘Bullets’ goes, “What’s this?” I say, “It’s an order for three machines”. ‘Bullets’, says, “Hey kid, do you see these machines anywhere?” I said, “No”. He goes, “Why take the order?” I said, “Can you get ‘em?” ‘Bullets’ goes, “Yeah, I can get anything!” I said, ‘Great, get ‘em”.

‘Bullets’, nods his head and walks away. His second in command ‘Beansy’, grabs me by the neck and tells me, “You got away with it that time. You’re a wise guy, and Bullets don’t like wise guys. You should know, Bullets doesn’t fire people, he fires at people, and he’s so damn close, he never misses… Kabish?” I did. Since that day I’ve never feared being fired, I was from my teens what they call in Poker on a “Freeroll”.

Do you know who Spider was in “Goodfellows” that could have been me. What has this got to do with Sales? I learned you can get more with a kind word and a gun, then you can with just a kind word. ;^)

So, back to when I was still in Real Estate, learning from some greats, reading everything I could about Sales. Joe Gerrard, Zig Zigler, Ogg Mandino... My broker books the whole office to go to a Tom Hopkins Real Estate seminar. I couldn’t wait to go, the whole office was like Christmas was coming early. We get there the place is packed. They hand out this Training Package, I’m on the first page and my mind is blown.


The lights go down, the curtain open to reveal a giant American flag.

out walks Tom Hopkins dressed like Gen George Patton. You get the feeling this was not going to be subtle, and it wasn’t. It was intense. I became a huge Tom Hopkins fan. I never got to see him in person again, but it sure was worth it. The training manual alone was worth the price of admission. I know I have it somewhere.

Toward the end of the 80’s I was doing conversion properties. My partner Jean and I 'sold' all the apartments in one building in a weekend. It was fish in a barrel, not a lot of sales skills needed, but the money was outstanding. Then the city passed an anti-warehousing bill on apartments, and that kind of killed the conversion deal. If they hadn’t I would have been set for life.

The whole real estate market had changed, the money was harder. I went looking for greener pastures. I found it in telecommunications, “Alpha-numeric pagers”. We’re talking 1990, there were mobile phones they cost about $1500 and came in a briefcase, and cost $4 a minute. Gordon Gekko had one in “Wall Street” the phone is the size of a brick.

An alphanumeric pager got a full text message on a unit about the size of a pack of cigarettes. The service was so good, the operators sounded like you were calling somebodies office.

Now, you have to imagine no cell phones, the presentation I wrote was, “Is it important for you to get your messages when you’re outside the office or away from your desk?” If you answered “Yes” I had you. What I would do is I’d hand you my business card, and tell you to call my office and leave any message you’d like.

So, they’d call, leave a message, and hang up. Then I’d ask, How many rings before they picked up… “One...maybe two”. Did it sound like you were calling my office? “Yeah, very professional”. Did they read your message back to you? “Yes, she did?” Then I’d reach in my pocket and show you my alphanumeric pager, and ask, “Was that your message?”

I always got the the same reaction I gave when I saw it for the first time. I wanted one, that’s why I started with the company. Within a month I had 15 agents, doing my presentation and blowing away the rest of the country in sales. Fish in a barrel. We had an 85% closing rate. I promised my new agents a 50% closing rate. They were thrilled, I was thrilled. While it lasted. People want to know why I don’t carry a cell phone, any guesses?

My manager at the alphanumeric pager company was named Victor. His background was, he started off selling Encyclopedia Britannica, door to door in Texas. There is no worse job in sales than that. Victor taught me the ‘Bobblehead’ close. Which was a series of 48 questions to a prospect, that had to be answered “Yes” in order for you to continue. The first “No!” and your presentation was over.

Knock, knock, “Excuse me do you live here?” “Do you have kids?” “Do you believe in higher education?” “If I could put a set of Encyclopedia Britannica in your home would you encourage your kids to use them?” “If your kids benefited from them, would you be willing to tell your neighbors?” and on and on for 48 “Yes” answers. The concept is that every “Yes” answer raises the buying temperature of the prospect by 2º. By #48, stick a fork in them because they were done. Like a ‘Bobblehead’ get it? Do you understand why I only ask questions that any normal person would have to answer “Yes” to?

Victor introduced me to Brian Tracy. We would send out messages to the sales team, “Brian Tracy Is Coming” “Brian Tracy Wants To Meet You!” “He’s Almost Here!” He was giving a NYC Sales Seminar, and Vitor said we were all going at $350 a head. I told my 15 agents I was going because I knew it would be well worth it. I had never lied to them, and made them a lot of money so they coughed it up, every one of them.

Brian Tracy, didn’t come out like Tom Hopkins, he didn’t have to. If Tom Hopkins was a ‘Hammer’ Brian was a “Velvet Gloves” I mean smooth. By the first break, my team was ready to burst. I watched as everybody from the seminar run for the payphones. They had to right, no cell phones.

I gathered my crew around me, and I looked over at the bank of phones, and I said. “I wonder how many of them would think it’s important to get their messages when they’re outside the office or away from your desk?” A light didn’t go on… the friggin' Sun exploded, for all of them. They ran to the phones, but not to make a call, but to pay for their seminar. They all did before the first break was over. I don’t think any of them left the bank of phones for Lunch.

At the end of the seminar, just before we were packing up to leave, there was an announcement. “There’s a table in the back. If anybody feels they did not get their money’s worth from this seminar, you can get a full refund!” There were people that lined up, not one from our office.

What Brian said that day, I can’t tell you in particular, except for maybe “How To Fly A Plane”. But, you can read that in his book “Flight Plan” a great analogy of about motivation, goal setting and getting back on course. Get it.

I’m used to paying for information, an education if you will. I tell people, “You’re going to pay for an education one way or another”. I’ve always tried to put myself in the best market at the right time. But, things change, it seems a lot faster than when I was young. I’ve had a chance to be very rich several times in my life. Making a lot of money before the age of forty is a blessing and a curse.

The blessing is, that you know you’re worth it. The curse is, you think it’ll always be easy and available. I will tell you that’s not always the case. But, as long as you’re above ground, you got a shot. For me a shot is all I need.

If you liked this Please hit the LIKE THIS button, and don’t forget to tip your waitress.... OK? ;^)

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AllynBeekman Premium
I've had a chance to go to some awesome seminars also, Phil. You can learn a lot if you pay attention and put even one or two things into practice afterward. Great post!
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BrooklynPhil Premium
You can find a lot of great seminars now on YouTube, but it's not the same as being at a live seminar with a pumped audience.
I keep meaning to look for my Tom Hopkins Training Manual, that was Gold!
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Christabelle Premium
Awesome post! :)
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BrooklynPhil Premium
Thank you Christa.
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Christabelle Premium
You're Welcome! :)
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OgGrover Premium
...O Phil. You rise early and stay late and we wait for it.
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BrooklynPhil Premium
Grover, I have no life, I'm stuck living in the past. ;^)
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OgGrover Premium
As am I.
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BrooklynPhil Premium
Isn't the memory a wonderful thing? When can you look back at a time you almost got clipped with a fond memory.
"Mem'ries, Light the corners of my mind. Misty water-colored memories. Of the way we were." ;^)
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kholmes Premium
Some great history to go along with your wonderful history. Great share! :))
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Papi Premium
Really liked this one as well, thanks Phil :)
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Sui_generis Premium
These have been great! I love your stories, you tell them so well. I'm so jealous. All I ever got to to do is listen to all the tapes of these great men. I might still have some of them -- you know those old cassettes? So, we have Jaws and Bullets and I do remember those bricks!!!!!!
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BrooklynPhil Premium
"you know those old cassettes"
Wow, do you remember when a 'Walkman' was the height of technology? I'd check those old cassettes they seem to have a shelf life of about 10 years.
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1sourcebiz Premium
Damn!! You mean all those Dennis Waitley and Tony Robbins cassettes of mine may be all garbled by now?
Hang on ... o_O ... it doesn't matter - my Walkman's dead too!!!
I guess one shouldn't leave the batteries in one of those things for longer than a couple of decades!
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BrooklynPhil Premium
Bwahahahaaha
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Sui_generis Premium
I loved my walkman. I wonder what happened to that thing. I'll have to check out those cassettes. I didn't know they had a life!
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BrooklynPhil Premium
yep it's called 'planned obsolescence' I first read about it in Vance Packard's 'The Waste Makers'.
An exposé of "the systematic attempt of business to make us wasteful, debt-ridden, permanently discontented individuals," The Waste Makers is Vance Packard's pioneering 1960 work on how the rapid growth of disposable consumer goods was degrading the environmental, financial, and spiritual character of American society."
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Sui_generis Premium
Interesting! I'll have to check out The Waste Makers. Sounds like he's hit it spot on though.
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1sourcebiz Premium
Yeah!! You laugh - I was just about to start that program I bought on procrastination back in '93
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Sui_generis Premium
Now I'm laughing even harder. Funny!
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BrooklynPhil Premium
Yeah in 1960. His book before that was the 'Hidden Persuaders' which shows you how you're really being controlled. That and 'Subliminal Seduction' by Wilson Bryan Key, were the books I studied before getting into advertising photography.
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Sui_generis Premium
You've had quite the life with all these different jobs. I thought of you when I was taking a couple photos in Europe -- that step closer hint.

Subliminal Seduction sounds good too. I'll NEVER catch up on reading!
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BrooklynPhil Premium
Never, ever put off until tomorrow what you can put off until the next decade. 8^)
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BrooklynPhil Premium
Especially when you're starting with books that are over 50 years old. Then they keep writing new books all the time. Catching up isn't going to happen.
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Sui_generis Premium
However, some of the old ones are still the best. Like Think and Grow Rich.....it's a classic!
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BrooklynPhil Premium
yes, beyond a doubt.
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DianeDeseve1 Premium
Thank you Phil for both blogs. Made me think of my childhood back on Long Island with my 'Godfathers'.
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BrooklynPhil Premium
Thanks Diane, I'm glad.
You just liked a comment I left on somebodies profile.
I added something just for you

http://youtu.be/iXAIgYM0s_E

or better yet
http://youtu.be/q4opYhQAAao
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DianeDeseve1 Premium
Thank you thank you enjoyed both songs!
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kmer6 Premium
Thank you Phil for an outstanding blog - a reminder to us all. We grew up in a perfect time, we were able to experience in real time what most people have to read about. Now it is us finding a way to survive in a. Ever-changing world. We will rise again. Tha k you for sharing.
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BrooklynPhil Premium
Ken, we've lived through the best of times and the worst of times. I wouldn't trade places with a 20 year old.

I'm going to ask you the same question I asked Jazmin.

Here's the question, would it do anybody any good to hear my worst experiences? Or would it just be too much of a downer?

and I do mean worse than being shot in the head by 'Bullets".
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kmer6 Premium
You know Phil, I also have some fairly disgusting experiences as well. Just as my old motto, "Experience is what you get when you didn't get what you wanted the first time."
As far as answering your question, yes I think it would help some, but not enough to make it public. You have a very keen eye for knowing what drives the human spirit and how you can use that for your agenda. That is teachable, and I would like to learn that. thank you for sharing.
Ken
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jazminf Premium
Awesome Phil, It's like while i was reading, I was actually there. very much worth the wait. Thank you for sharing Phil:)
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BrooklynPhil Premium
Jazmin, thanks for reading.
I've got a question for you. I had a request for a Part III, and I was thinking. I don't want anybody to think my life has been all biscuits and gravy...

Here's the question, would it do anybody any good to hear my worst experiences? Or would it just be too much of a downer?
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jazminf Premium
I think It's a good thing for a person to show where they came from and where they're at now. I can almost imagine, after reading this post and you working for bullets, I'd be very interested in reading a 3rd one:)
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BrooklynPhil Premium
Thanks Jazmin, after the PM request, and then yours and Ken's interest, there may have to be a Part III, to complete the trilogy.
I think I can keep it honest an uplifting, and maybe even informative.
At least that is my goal.
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jazminf Premium
Awesome Phil, Can't wait:)
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1sourcebiz Premium
ha ha !!! I KNOW you will, sir!!! I'll be patiently ... nah!
Who am I kiddin' ?
I wanna read it now!!!
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BrooklynPhil Premium
Ahhhh, always leave them wanting more... right?
You know while you're waiting I do have other WA blogs I've written, videos and image editing programs and tutorials for that.
Plus I have a website with pages and posts and pictures and videos. all for your entertainment and education.
A whole plethora of "BP Irrational Ravings"

You'll be fine until my next WA blog... right? ;^)
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1sourcebiz Premium
plethora. ... o_O ... LOL ... and here I thought I was the only one around still using those kind of multi-syllablic words ...
Yes - I'm sure I'll be just fine!!
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BrooklynPhil Premium
My friend John used to be famous for using obscure words, over and over again. The problem he never quite got the meaning or usage correct.
My favorite was he kept using the word, 'Incognito". I finally had to ask him, "John what does 'incognito' mean?" He points his finger up and says, "In de' skies!"
Yep, I cross my heart and hope to spit.
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1sourcebiz Premium
LOL !!! I better get going ... thanks for your wonderful stories Phil and I'll keep coming back for more!!
Yup as P.T. said - there's a sucker born every minute ... or something like that, and I'm a sucker for lessons riddled with 'Bullets' ... er - humour!
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davyrobot Premium
Hi Phil! -

Very nice post!

Thanks once again for sharing Phil! :)
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BrooklynPhil Premium
Hey David, it was fun reliving it.
I wouldn't have written it if you hadn't of asked.
So, thank you right back.

You did tip your waitress right... I'd hate to have to send 'Bullets' over to see you. ;^)
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davyrobot Premium
But of course - I did! ;)
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atlanticus Premium
Thanks Phil, very inspiring.
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BrooklynPhil Premium
worth the wait?
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atlanticus Premium
Absolutely!
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stopscamming Premium
This is wonderful, very new to me and much appreciated.
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BrooklynPhil Premium
thanks for stopping by. I'm glad you enjoyed it.
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1sourcebiz Premium
Phil,
you never cease to amaze!!! Comedic, inspirational and genius!! I can't wait to see what you'll have for us next time!!
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BrooklynPhil Premium
I'm taking requests. ;^)
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mrpeter Premium
Love both episodes Phil. Very entertaining and inspiring!
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BrooklynPhil Premium
Thanks Peter.
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CathyS Premium
Working to add questions that can only have a "yes" answer to my site articles.... good stuff, Phil! God Bless! ~Cathy
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BrooklynPhil Premium
Cathy, it makes sense now don't it?
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CathyS Premium
Yep!
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Duuski Premium
Brilliant!
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BrooklynPhil Premium
you are too kind.
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Duuski Premium
#42 :^)
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danbarth87 Premium
Haha.
LOVE this post. Skillfully put together
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BrooklynPhil Premium
I write for a living now, I had better get good at it... right?
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