A Perfect Example of

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  JacquesWerth09/11/08 Report as spam
  1

  RE: A Perfect Example of "Pure" Selling

  It depends on how you define "selling."
  
  We define selling as "person to person interactive verbal communications." Thus, Ron Popeil is not a "salesperson" He is a great marketer and pitchman.
  
  Jacques Werth, President
  High Probability Selling

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  romancastillo09/11/08 Report as spam
  2

  RE: A Perfect Example of

  Letting beside the formal or theorical definition or even the "i've-the-most-original-definition", if he convinces you to pay money for something in exchange i would say he is selling you something.

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  romancastillo09/11/08 Report as spam
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  RE: A Perfect Example of

  Or... phone salespersons are not salespersons?

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  markdunahoo09/11/08 Report as spam
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  RE: A Perfect Example of

  Absolutely this is pure selling. Pure selling in the sense that he is doing the right things to make the sale. Albeit via tv infomercial stage. This video is an example of closing after a masterful presentation (creating a $400.00 value by showing the many uses and how easy it will be along with the great health benefits of using this product). His presentation set the trigger, although he creates additional added value by adding useful accessories and helping them rationalize that buying now is the right thing to do. (creating a buy now offer) There are different selling stages, products, presentations designed to fit different buyers. Pure selling is knowing all 3 and what value based buying triggers you can create in your masterful presentation. Maybe your presentation highlights current pain, solves problems etc. Getting them to realize that they need your product and to make a decision is ultimately pure selling.

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  broyconn09/11/08 Report as spam
  5

  RE: A Perfect Example of

  There is consultative selling and there is closing. Different disciplines.
  
  Tom Hopkins and the entire sales training camp are 'consolidators of technique'. They bring numerous methods together, create a coherent presentation, and differentiate themselves in the seminar market by re-labeling old truths.
  
  In the final analysis, the ability to move a person to say "Yes" is based on fundamental human character. It is not changing. So don't be quick to dismiss a sales pro from the 70's because his material - as with all sales material - can be traced back to an even earlier source, and so on.

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  DrBruin09/11/08 Report as spam
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  Sales Giants of the Past

  Geoff, you're absolutely right about the value of studying the sales greats of the past. They were often tapping into insights into psychology, persuasion, and decision making that are universal. John Henry Patterson of NCR invented (with the help of his brother-in-law, Joe Crane) nearly everything we now use in consultative selling. Dale Carnegie articulated the basics of relationship selling as well as anyone ever has or ever will. And so on.

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  boughskid@...09/11/08 Report as spam
  7

  RE: A Perfect Example of

  Only one drawback, the lack of flexability. Sale are being able to adapt on the spur of the moment.
  Counting on smoke and mirrors is not selling a product, a five year old kid can do that

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  trebohm09/11/08 Report as spam
  8

  RE: A Perfect Example of

  It is all there in Ron's presentation and close. Study it. Break it up into its component parts. Understand how and why it works, then adapt it to our "new" consultative selling processes.

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  globalfabllc09/11/08 Report as spam
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  RE: A Perfect Example of

  Tom Hopkins methods are old and tired in the internet age. In most cases you are not taking something 'New' and 'Innovative' to the people. They have already been informed of innovation through the year 2020. Frankly when sales people hit me up with canned phrases, "If I could show you.....would you be interested?" or
  the asking two obviously 'Yes' questions for that all important, deal closing, slightly hypnotic 'Yes' they will get and walk away with the contract signed, annoys me to no end. Tell me what you have that I actually need. Show me how well it works. Don't try to upsell me a bunch of junk products for inflated prices, and maybe, just maybe, I will be convinced to purchase now. Otherwise don't call me, don't knock on my door and certainly don't visit me in the office. Tom Hopkins and his ilk have done more to encourage the MLM parasites than any other. He isn't on the level with professional B2B selling by any means. He works best with small minds that are easily convinced that they CAN do it...until they alienate their family, friends, workmates, church members, neighbors and crawl back into the hole they came out of (IBO anyone?). The assumption that Hopkins goes on is that all those eager faces in the crowd actually have something worth a **** to sell. Most don't even understand that they are not selling a product. They are selling a SYSTEM. A money making system, most likely based out of Provo, Utah. The SYSTEM makes money off of them with practically no investment from the mother company. Tell everyone that they can be a millionaire if they sign up 3 people, who sign up 3 people...
  I'm shocked that any of that stuff is still around, but stand too still in any public place and chances are good a MLM fanatic will strike up a conversation about their trips to Maui and Lamborghini, blah, blah, blah.
  I admire Tom for getting on the train of MLM when it left the station. It is probably time to get off now because his influence and encouragement is causing some people to be downright annoying.

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  NU Girl09/11/08 Report as spam
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  RE: A Perfect Example of

  Hey "romancastillo," so you are telling me an inside salesperson is not a "real" sales person. Let's GO!

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  viralms09/11/08 Report as spam
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  RE: A Perfect Example of

  lets take another perspective..
  I think u "strike" a sale when you tell the potential customer what he wants to hear rather than parroting out the sales script, be it "old-fashioned" sales or consultative sales.
  Ron Popeil did just that. I believe that he was extremely passionate about selling the product he "believed" everyone should have, but what he said in the informercials and the manner in which he said that is what is admirable.
  Now take consultative selling. I believe that its equally tough to make a sale today too. The customer truely seeks value for money, wants to weigh various options, seeks information from various channels (web has made that it super easy), and then only when convinced on all fronts, settles for the sale.
  I think consultative selling has evolved with the need of the day. But what gets me thinking is that have the consultants evolved? Or are those MLM guys getting engaged into consultative selling without absolutely no clue about what actual "sales" is?

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  jamillcan@...09/12/08 Report as spam
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  RE: A Perfect Example of

  I just had to chime in on this one. I was involved with an MLM for 4 yrs. and had some success, but they don't teach people how to sell. And, the parent company is the only real winner when you come to the understand of what "OWNERSHIP" is really about. For me, it was cheap training. Because I took it seriously enough I got out of it the tools I need to go solo. Selling is more of an art than a skill. With that being said, use the technique that best suits what you're selling.
  And understand marketing proceeds the sell, its the setup. Marketing is the little brother of Sale. The go hand in hand. Apply what best for your enviorment, weather Tom Hopkins, Dave Sandler, Dale Carnagie, Brian Tracy, John Maxwell, and so on. Basiclly "DO YOUR HOME WORK" it all works. In closing, MLM does work, but for the slim few that learned how to sell the system. Its a good Business model with ALOT of flaws! One being NO REAL SALES TRAINING! And because of that they can be annoying (I've been there) and pushy. I'm no longer involved and won't ever be part of another MLM again but I respect the industry.
  Stay tru to the art of Selling! Its by far the best profession in the world!
  It change my Overall Life by leaps and Bounds. And I started in an MLM, go figure....

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  Geoffrey James, Sales Machine09/12/08 Report as spam
  13

  RE: A Perfect Example of

  Somehow this has morphed into a discussion of MLMs. I'm pretty sure that Ronco is not an MLM. Also, I'm not aware of Tom Hopkins being specifically associated with MLMs. So I'm a bit confused about why the topic came up.
  
  
  
  However, MLMs are in my queue to discuss in this forum, so I'll keep the previous two posts in mind.