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| Home |
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| About Hank |
| No Bull Blog |
| Books and Compact Discs |
| No Bull Shopping |
| Sales Meetings |
| The Trisler Times |
| Other Resources |
| What's Gnu? |
| Privacy Policy |
| Home |
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When asked what he thought was going to happen, he said that he thought we were going to make a deal. We already had.
v Out of all the (fill in the blank) you could have gone to, why did you choose us today?
I sold Chevrolets in the sixties with a guy named Ernie Mann.
He asked this of every customer and was the top salesman in our store. You’ll
be amazed at what you’ll hear. Again, people love to tell stories.
v If you could communicate with me the most important rule about dealing with you, in one word, what would that word be?
v What would surprise you the most about what might happen here today?
v What is the most serious mistake salespeople have made in dealing with you?
v What’s the one thing you really hope does NOT happen here today?
v What part of your present situation do you hope I can improve today?
As we progress.
People treat us the way we have trained them to treat us. The more we listen to our customers, the more they will talk to us and the better we can help them. We can also progress from easy questions to harder questions. Remember, long questions tend to get us longer answers.
v What would you list as your top three priorities?
v What’s the one thing you want to accomplish before your race is run?
v How have your priorities changed in the past five years?
v How do you think they might change in the next five?
v What is the one experience you really hope your family has a chance to share together?
v What significance has (fill in the blank) had in your life up to now?
v What is the one thing you would like to do that you’re not doing now?
v If you could change just one thing about your (sales force, home, car, process) what would that be?
Out of the
need-finding phase and into the presentation of benefits. Don’t tell, ask and
listen.
v How do you think this might improve your_______?
v How would you see yourself using this feature?
v What’s the one thing you like best about this?
v I can’t quite read you on this point. How does it appeal to you?
v I sense that you’re pleased with this feature. How do you think it will benefit you?
v Tell me how you really feel about this.
v When you looked this over, what did you notice first? Why was that?
v I sense that you’re unsure about this. Why is that?
v What do you specifically like the most?
v How many possible ways can you think of to use this?
v When you consider the next few years, what’s the most important part of this program?
In search of
commitment. The questions get harder, and harder to ask.
v How would your life change if you decided to do this today?
v What would be the worst-case scenario if you decided to do this today?
v What do you fear the most about going ahead with this today?
v What part of the program makes you feel most uncomfortable?
v What is the one major way in which this program differs from what you are presently doing?
v How will you know when you have found the right solution for your _______?
v If you thought that this _____ was really the best for you, what is the major obstacle standing in the way of you owning it?
v What are you spending your money on that has a higher priority than______?
If you send out 100 letters soliciting business and no one
replies, that’s not too bad.
If you make 100 telephone calls and no one wants to talk to you, that’s worse. The rejection factor is mounting.
If you make 100 face-to-face presentations and no one buys, the rejection is pretty tough to deal with and if you go home and your spouse has moved, it’s nearly unbearable.
The higher the potential for rejection gets, the closer we are to a payoff. When you’re finding it tough to ask a question, it’s a fair bet the customer is finding it tough to answer it.
Press on, keep asking questions and your sales will continue to improve.
It's that time again. The Darwin Awards are finally out, the annual honor given to the persons who did the gene pool the biggest service by killing themselves in the most extraordinarily stupid way.
Last year's winner was the fellow who was killed by a Coke machine which toppled over on top of him as he was attempting to tip a free soda out.
This year's winner was a real rocket scientist.... HONEST!
Read on...And remember that each and every one of these is a TRUE STORY.
* * * * * * * * * *
And
the nominees were:
Semifinalist #1
A young Canadian man, searching for a way of getting drunk cheaply,
because he had no money with which to
buy alcohol, mixed gasoline with milk. Not surprisingly, this concoction made
him ill, and he rushed to vomit into the fireplace in his house. This resulting
explosion and fire burned his house down, killing both him and his unfortunate
sister.
Semifinalist #2
Three Brazilian men were flying in a light aircraft at low altitude when
another plane approached. It appears that they decided to moon the occupants of the other plane, but lost control of their
own aircraft and crashed. They were all found dead in the wreckage with their
pants around their ankles
(HARD to control light airplanes when everyone moves to one side).
Semifinalist #3
A 22-year-old
Semifinalist #4
A man in
Semifinalist #5
Employees in a medium-sized warehouse in west
After the building
had been evacuated, two technicians from the gas company were dispatched. Upon
entering the building, they found they had difficulty navigating in the dark.
To their frustration, none of the lights worked. Witnesses later described the
sight of one of the technicians reaching into his pocket and retrieving an
object that resembled a cigarette lighter. Upon operation of the lighter-like
object, the gas in the warehouse exploded, sending pieces of it up to three
miles away. Nothing was found of the technicians, but the lighter was virtually
untouched by the explosion. The technician suspected of causing the blast had
never been thought of as ''bright'' by his peers.
Now, to the
winner of this year's
The Arizona Highway Patrol came upon a pile of smoldering metal embedded
in the side of a cliff rising above the road at the apex of a curve. The
wreckage resembled the site of an airplane crash, but it was a car. The type of
car was unidentifiable at the scene. Police investigators finally pieced
together the mystery.
An amateur rocket scientist ...
had somehow gotten hold of a JATO unit (Jet Assisted Take Off, actually a solid
fuel rocket) that is used to give heavy military transport planes an extra
'push' for taking off from short airfields. He had driven his Chevy Impala out
into the desert and found a long, straight stretch of road. He attached the JATO unit to the car,
jumped in, got up some speed and fired off the JATO!
The facts as best as could be determined are that the operator of the
1967 Impala hit the JATO ignition at a distance of approximately 3..0 miles
from the crash site. This was established by the scorched and melted asphalt at
that location.
The JATO, if operating properly, would have reached maximum thrust within
5 seconds, causing the Chevy to reach speeds well in excess of 350 mph and
continuing at full power for an additional 20-25 seconds.
The driver, and soon to be pilot, would have experienced G-forces usually
reserved for dog fighting F-14 jocks under full afterburners, causing him
to become irrelevant for the remainder
of the event. However, the automobile remained on the straight highway for
about 2.5 miles (15-20 seconds) before the driver applied and completely melted
the brakes, blowing the tires and leaving thick rubber marks on the road
surface, then becoming airborne for an
additional 1.4 miles and impacting the cliff face at a height of 125 feet leaving a blackened
crater 3 feet deep in the rock. Most of the driver's remains were not
recoverable. However, small fragments of bone, teeth and hair were extracted
from the crater, and fingernail and bone shards were removed from a piece of
debris believed to be a portion of the steering wheel.
Epilogue: It has been calculated that this moron attained a ground speed
of approximately 420-mph, though much of his voyage was not actually on the
ground.
You couldn't make this stuff up, could you?
AND PEOPLE JUST LIKE THIS ARE ALL AROUND US TODAY—AND THEY BREED &
VOTE, TOO.
—barbara
My
forgetter's getting better,
But my rememberer is broke
To you that may seem funny
But, to me, that is no joke
For
when I'm 'here' I'm wondering
If I really should be 'there'
And, when I try to think it through,
I haven't got a prayer!
Oft
times I walk into a room,
Say 'what am I here for?'
I wrack my brain, but all in vain!
A zero, is my score.
At
times I put something away
Where it is safe, but, Gee!
The person it is safest from
Is, generally, me!
When
shopping I may see someone,
Say 'Hi' and have a chat,
Then, when the person walks away
I ask myself, 'who the hell was that?'
Yes,
my forgetter's getting better
While my rememberer is broke,
And it's driving me plumb crazy
And that isn't any joke.
—Allan B. Pintner, Valley View, OH
NICKNAMES:
If Laura, Kate and Sarah go out for lunch, they will call each other Laura, Kate and Sarah. If Mike, Dave and John go out, they will affectionately refer to each other as Fat Boy, Godzilla and Four-eyes.
EATING OUT:
When the bill arrives, Mike, Dave and John will each throw in $20, even though it's only for $32.50. None of them will have anything smaller and none will actually admit they want change back. When the girls get their bill, out come the pocket calculators.
MONEY:
A man will pay $2 for a $1 item he needs. A woman will pay $1 for a $2 item that she doesn't need but it's on sale.
BATHROOMS:
A man has six items in his bathroom: toothbrush and toothpaste, shaving cream, razor, a bar of soap, and a towel. The average number of items in the typical woman's bathroom is 337. A man would not be able to identify more than 20 of these items.
ARGUMENTS:
A woman has the last word in any argument. Anything a man says after that is the beginning of a new argument.
FUTURE:
A woman worries about the future until she gets a husband. A man never worries about the future until he gets a wife.
SUCCESS:
A successful man is one who makes more money than his wife can spend. A successful woman is one who can find such a man.
MARRIAGE:
A woman marries a man expecting he will change, but he doesn't. A man marries a woman expecting that she won't change, but she does.
DRESSING UP:
A woman will dress up to go shopping, water the plants, empty the trash, answer the phone, read a book, and get the mail. A man will dress up for weddings and funerals.
NATURAL:
Men wake up as good-looking as they went to bed. Women somehow deteriorate during the night.
OFFSPRING:
Ah, children. A woman knows all about her children. She knows about dentist appointments and romances, best friends, favorite foods, secret fears and hopes and dreams. A man is vaguely aware of some short people living in the house.
THOUGHT FOR THE DAY
A married man should forget his mistakes. There's no use in two people remembering the same thing!
—Geoff Frisch, Frisch Ideas, Atlanta, GA
Salespeople all over the world call and write to tell me what a difference NO BULL SELLING has made in their lives. It’s gratifying to hear, but I want to find a way to help ALL salescritters get the benefit of many, many years of experience.
Accordingly, I’ve priced the four-CD NO BULL SELLING audio learning system at a mere $59.95. This is a little more than half of what the program was designed to sell for.
You’ll learn how to reach more people and what to do when you do reach them.
Most importantly of all, you’ll have fun learning. The best learning programs are the most fun, as they’re those that get listened to. Order a set today at www.nobullselling.com, or call me at (408) 978-6000.
You can use most any measure
When you're speaking of success
You can measure it in fancy home,
Expensive car or dress
But the measure of your real success
Is the one you cannot spend,
It's the way your kids describe you
When they're talking to a friend.
—barbara
Ray & Bubba ( Arkansas mechanical engineers) were standing at the base of a flagpole, looking up. A woman walked by and asked what they were doing.
'We're supposed to find the height of the flagpole,' said Bubba, 'but we don't have a ladder.'
The woman took a wrench from her purse, loosened a few bolts, and laid the pole down. Then she took a tape measure from her pocket, took a measurement, announced, 'Eighteen feet, six inches', and walked away.
Ray shook his head and laughed. 'Ain't that just like a woman? We ask for the height and she gives us the length.'
Bubba and Ray are currently working for the government....and helping to design the “stimulus package.”
—Gordon Livingston, Livingston Realty, Huntington Beach, CA
“If a man is offered
a fact which goes against his instincts, he will scrutinize it closely, and
unless the evidence is overwhelming, he will refuse to believe it. If, on the other
hand, he is offered something which affords a reason for acting in accordance
to his instincts, he will accept it even on the slightest evidence. The origin
of myths is explained in this way.”
—Bertrand Russell
“There is only one
you... Don't you dare change just because you're outnumbered.”
—Charles Swindoll
“Progress is the
constant replacement of the best there is with something better.”
—Edward A. Filene
“The greatest
strategy in the world does you nothing if you don't have the people to execute
it.”
—Bo Burlingham
“Thomas Jefferson
once said, 'We should never judge a president by his age, only by his works.'
And ever since he told me that, I stopped worrying.”
—Ronald Reagan
“Scientists have
proven that it's impossible to long-jump 30 feet, but I don't listen to that
kind of talk. Thoughts like that have a way of sinking into your feet.”
—Carl Lewis
“Do not spoil what
you have by desiring what you have not; but remember that what you now have was
once among the things you only hoped for.”
—Epicurus
“Success is how high
you bounce when you hit bottom.”
—George S. Patton
“Fervid atheism is
usually a screen for repressed religion.”
—Wilhelm Stekel
“Good luck is
another name for tenacity of purpose.”
—Ralph Waldo Emerson
“The incompetent
with nothing to do can still make a mess of it.”
—Laurence J. Peter
“A mother is not a
person to lean on but a person to make leaning unnecessary.”
—Dorothy Canfield Fisher
“There is nothing so
useless as doing efficiently that which should not be done at all.”
—Peter F. Drucker
“This country has
come to feel the same when Congress is in session as when the baby gets hold of
a hammer.”
—Will Rogers
“Hell, there are no
rules here—we're trying to accomplish something.”
—Thomas A. Edison
“If at first you don't succeed, find out if the loser gets
anything.”
—Bill Lyon
“Lying increases the creative faculties, expands the ego, and lessens the frictions of social contacts.”
—Clare Booth Luce
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