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A Different Look at 'Planned'

Posted on: April 27

Author: Admin
A Different Look at 'Planned'

April 27, 2009'It's not where you're from; it's where you're going. It's not what you drive; it's what drives you. It's not what's on you; it's what's in you. It's not what you think; it's what you know.'********************************************************A Different Look at 'Planned'An insurance salesman showed up at the sales manager of a large drug company's door without an appointment. He asked to see Mr. Johnson, the sales manager, but Mr. Johnson's assistant refused, saying that her boss never sees salespeople without an appointment.The salesman, Ed, thanked her.'So that I might know where I'm going when I do have an appointment,'he asked, 'where is Mr. Johnson's office?''It's the second office on the third floor,' the assistant said, 'but you need an appointment.'Ed thanked her and promptly snuck up to the third floor. There he placed himself in Mr. Johnson's door way and waited to be noticed. Mr. Johnson finally noticed him.'May I help you?' he asked.'Yes,' said Ed. 'I am selling insurance. You wouldn't want any, would you?''No!' shot back Mr. Johnson.'I didn't think so,' said Ed. 'If you did want some insurance, I guess you wouldn't want it from me, would you?'Mr. Johnson was clearly irritated. 'Absolutely not,' he said. 'You're the worst salesman I've ever seen.''I thought you'd feel that way,' Ed smiled and he turned slowly to go.'Wait a minute,' said Mr. Johnson. 'Ccome back here. I'll buy a small policy from you if you'll let me give you a sales lesson.'Ed humbly agreed, wrote up the policy, got a check, and sat down to listen to Mr. Johnson.'OK,' first you've got to get a sales talk, 'started Mr. Johnson.'I got lots of sales talks, 'said Ed, 'I got a whole drawer full of sales talks at my office.''Then why didn't you use one when you came here?' Johnson asked'I did,' Ed smiled again. 'That's the one I always use on sales managers.'Ed used every principal discussed so far 'clarity, brevity, momentum, and planning. Selling isn't simple 'you don't make the big sales by being unprepared. They don't give Academy Awards to actors or actresses who don't know their lines.Longfellow said: 'The heights by great men reached and kept were not obtained by suddent flight but they while their companions slept were toiling upward in the night.'To Your Success, Tom

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