2 Jun 2022, Thursday
2 Jun 2022, Thursday
Prioritized Daily Task
8:30 AM - appointment Mt. Timpanogas Temple proxy endowment
Fill Subaru with gas and have it serviced (oil changed)
4:30 PM Deve Butterfield to start backyard paver project (I called and texted Dave Butterfield about pavers in the backyard (801-822-4009)
buy hushpuppies for lunch/dinner tomorrow with fish (could not find any without sugar added)
Get an appointment with an eye doctor about watering eyes.
Get some distilled water for ironing.
*Note: I checked my blood sugar, my glucose reading was 88. I weighed this morning before breakfast and weighed 182.5 pounds. The Lord has blessed me in every way; I know all my blessings of love, testimony, health, strength, joy, happiness, peace, and temporal blessings are from Him. I had a thought come to me this morning while I was out taking care of some chores; "You are dealing with a young man, in an old man's body" but I did not say it to anyone. I only thought it. For a long time, I denied I was getting old, but when I looked in the mirror, I can see I have been around for a while.
I got up at 6:30 AM and had prayer. I had a text from Debbie. She and the girls, Jodi, Shelby, and Libby landed in Honolulu, Hawaii about 1:27 AM according to her text message on my cell phone. I got dressed and drove at 8:30 AM to Mt. Timpanogas Temple and did a proxy endowment for a family member. There were a lot of young missionaries at the temple today. I drove to Doug Smith Subouro Dealership in American Fork to get the Outback serviced but the building all 3 or 4 lanes with 3 or 4 cars in each on the inside were backed up to outside the building. I did not wait but went to the grocery store and also fill the Outback with gas at Costco. I came home and cooked brunch. I could not find any frozen hushpuppies in the store or anything under 5 pounds online for sale. It did not list the ingredients and would not purchase even a small bag unless I knew it did not have sugar. I have told Debbie when making cornbread not to add any sugar; I don't want cake bread.
My eyes have stopped watering, so I did not make an appointment to see a doctor.
About 5 PM Dave Butterfield came over with his truck, tailor, and equipment. He started moving the excess sand in the area where the pavers will be put. When he finished he wet it and brought in a tamper to tamp the roadbase.
I waited until about 10:30 to call Ryan. He and Abby are not coming to spend the night. Abby does have basketball games this weekend. Ryan is sending me her schedule with the times and locations of the games. I talked to Debbie earlier today. I read scriptures and had prayer before going to bed.
Some suggestions for Matthew to help him in closing sales: If it is possible record your sales call in front of a "live" prospect. If this is not possible, you should definitely record your presentation (role-playing with someone else) in a training-room environment. You're going to be amazed to discover your effectiveness notwithstanding, that much of what you say is superfluous (you talk too much). Remember the role-playing and practicing you did in study class with your missionary companion. Would you buy from you? Record your presentation, listen to it, and then ask yourself: "If I were calling on me and made that presentation, would I be able to persuade me to take action on the offer?" To the person who is dogmatic and says, "THAT PRICE IS RIDICULOUS!" you repeat, almost verbatim, what he said: "The price [pause] is ridiculous?" (Your voice inflection should make it sound like a question.) Inflection is important because in this example you are, the late Charlie E. Cullen would have said, "audaciously" challenging the prospect. You're creating a situation that forces him to defend his statement instead of you justifying the price. There's quite a difference. One puts you on the defense and the other puts you on the offense. The difference in results is substantial. Suppose the prospect says, "It seems to me the price is a little out of line." The first thing you've got to determine is whether the price real y is the problem or there is another issue. You make that determination by asking questions. Sales trainer John Hammond has successful y handled thousands of objections by asking: "If there were a way I could show you that the price is more than fair and the product is worth every dime we're asking, would you go ahead and take advantage of our offer today?"This forces the prospect to make a commitment based on price when his real objection is color, size, style, neighborhood, or something else you could and should identify. If this is the situation, his response is going to be, "Well, no, not real y." Then the salesman can say, "Then there must be some other reason you are hesitating. Would you mind if I ask what the reason is?" This is a superb procedure for smoking out the real objection. The fear of loss vs. desire for gain Now you're dealing with something which is very basic, so let me repeat. The fear of loss is greater than the desire for gain. You need to establish in that prospect's mind the fact that he's safe in dealing with you, that he won't lose (either money or "face") by buying from you, but that he will lose (product benefits) if he doesn't buy from you. Price vs. Cost ......"Now, Mr. Prospect, let me point this out. The price of the economy bicycle was considerably less ($34.95 vs. $64.95), but the cost difference was even more ($9 a month vs. $6.50 a year). So, Mr. Prospect, may I ask you again, is it price you're concerned with, or is it cost? Price is a one-time thing; cost is something you are going to be concerned about for as long as you've got the product. [If this next sentence is true, you can and should close with it.] Some companies can beat us on price, but, Mr. Prospect, when it comes to cost, we win that battle. Since you are obviously cost-conscious, doesn't it make good sense to immediately start enjoying the lowest possible cost?" Would you agree that, as a practical matter, a product is worth what it can do for you and not what you have to pay for it?" (Wait for answer.) "Starting with that premise, let's take a look at what our product will do for you." Most people, Mr. Prospect, and I'll bet that includes you, clearly understand that good things are not cheap and cheap things are seldom good. You do want something you can depend on for good service over the long haul, don't you, Mr. Prospect?" Ab looked at the prospect, lowered his voice, and said, "Mr. Prospect, at State Farm we decided many years ago that it would be easier to explain price one time than to apologize for poor quality or poor service forever-[pause] Feed your ego or make a sale, when the prospect says you have answers for all the questions: lower your voice, look him in the eye, and slowly, softly say, "Mr. Prospect, I real y appreciate that comment and I'm going to take it as a compliment. But actually, I don't have an answer for many of the questions and objections people bring to me. That's the reason I'm excited about selling the product which is the answer to your problem. And that's what you real y want, isn't it [nodding your head as you talk]?" There is something about human nature that seems to want whatever is unavailable or difficult to obtain. (I'm personally convinced our divorce rate would be reduced 90 percent if men and women delivered in marriage what they sold while courting. I'm also convinced your sales career will be even more rewarding if you deliver what you sell.) Remember in dealing with your prospects that most people simply do not like to make decisions. They're somewhat like this old boy down home who went to a psychiatrist. The psychiatrist stated, "I understand you have trouble making decisions. Is that true?" The old boy looked at him somewhat puzzled for a moment and said, "Well, yes and no." That's pretty much the way many of our prospects are. They just don't like to make decisions. Sel ing is essential y a transference of feeling. If I (the salesman) can make you (the prospect) feel about my product the way I feel about my product, you are going to buy my product... The very word close starts with a c. That c stands for conviction. Take the c out of close and you have lose, which is what you and the prospect do. How many times have you seen a new and untrained person come into your organization? He doesn't know any of the "bear trap" closes and doesn't real y know scientifical y, psychological y, or technical y how to deal with all of the fancy objections, but oh, brother, does he ever believe in the product he's selling! He believes it would be the most serious mistake in a lifetime if a person didn't go ahead and buy immediately and put that product to use. Net result: He sells rings around some of the established pros. In my mind, this proves that a green but convicted salesman is better than a blue unconvicted one. If the prospect does not purchase your product and you don't believe the customers are the losers then you are selling the wrong product. If you don't feel a sense of loss for them, you are not going to be as effective and persuasive as you could be. Charles Roth pointed out that a calm, confident, positive, reassuring salesperson working from a base of honesty and integrity is the most effective tool to calm the fears of the prospect and get the sale. Yes, honesty is more than a moral issue. It is practical. You can and will find exactly what you look for in your life. Parents with too much sympathy will let their kids do and have everything they could not do or have as kids, so they often raise spoiled, undisciplined, and unproductive children. Empathy is different from Sympathy. You understand the problem, and you know exactly how the prospect feels, but because you don't feel that way, you can back away from the problem and offer some solutions. My objective is to get you to think both as a buyer and as a seller. To be truly professional you must be able to move comfortably from the seller's side of the table to the buyer's side. If you know how your prospect thinks and feels, will communicate more effectively. I'm going to suggest that if you can get your prospects smiling and agreeing with you as you go into the body of your presentation, your chances of making a sale are considerably greater. The reason is simple: They must buy you before they will buy your ideas or services. A friendly smile or a laugh is a reasonably good indication they are buying you as a person and will therefore be more likely to buy what you are selling. And it is unlikely your prospect is going to have negative feelings about your product or services with a big smile on his face or after a good laugh.
Strategical y the salesman had made a very wise move. You should bring out all the objections as early as possible so you can deal with them in the body of the presentation or early in the negotiating phase of selling. He took the reason the old boy was giving him as to why he could not buy and used that as the reason he must buy. I don't care what you sell, the odds are at least ten to one that the prospect's reason for not buying can be used as a reason he should buy.
My salespeople (me, too) are confronted with the same objection after a presentation. "I don't have the time for it!" We teach our sales reps to look at the prospect and, with a smile, softly say, "Sir, if you are serious when you say you can't afford the time for this training course on closing the sale, may I gently suggest you need to take whatever steps are necessary to get this course? The reason is simple: The techniques and closes will help you close more sales. By the way, sir, how many extra sales would you need to make for the time you have lost in sales not closed? How long will it take to get your entire investment in time back?"
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