HOW KISS HELPED TO CATAPULT MY SUCCESS

No, not Gene Simmons of KISS musical fame, although I do enjoy his TV reality show. Yes, Gene does epitomize success, but he is still the wrong KISS.

I mean KISS: Keep It Simple, Salesperson 6 audio cassettes by Fred Herman.

In 1976 I discovered the KISS audio tapes in Success Magazine and bought them. There were 6 tapes and each side was 30 minutes and covered a different aspect of sales, i.e., getting appointments by phone, overcoming objections, etc. I listened to them everyday in my car and I was driving hours daily. I probably listened to each side of each tape at least a dozen times, if not more.

My rate of setting appointments made by phone went from 1 or 2 out 10 phone calls to 6 or 7 appointments out of 10 phone calls. My closing ratio shot up over 80 percent. Using all of the wonderful information in the tapes literally changed my life. I have been in business now for 37 years and done nothing but grow. If you can get a hold of these tapes anywhere, buy them. Fred has tons of awesome stories to support his teachings.

An example of one story was about a fellow who went from business to business selling commercial wrap around towels in a dispenser for lavatories. He carried a large piece of cotton and a 2x4 on all of his presentations. He would hand the 2x4 to his potential customer and have them rub it on their faces. Then he would hand them the piece of cotton and said, "which would you prefer your customers use in your lavatories?"

In yet another example, a salesman for a major automobile windshield manufacturer would go into his presentation with a piece of the latest shatter proof glass that his company had invented and he would also carry a hammer. During his presentation, he would lay the glass on the potential client's desk and hit it with the hammer noting that the glass had not shattered. Well that first year of shatter proof glass, that salesman was number one in his company. The executives of the company sat him down to find out how he had completely outstripped all of their other sales people in sales of windshields. After hearing his story, they proceeded to issue hammers and glass to every sales person in the company.

The following year, the same salesman completely outstripped the rest of the sale people again. The executive brought him in to their offices to find out how he did it. He stated' "this year I decided to try a little something different. I handed the hammer to my potential client and had them strike the piece of glass." And, with the potential client completely involved in the process, he made more sales. The lesson for success in this story is that sometimes it can be the smallest thing that moves you closer to success.
www.eBeegle.com