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August, 2002 |
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ABOUT FSO |
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About NAIFA |
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The license plate on the rear bumper of the bright yellow Porsche turning into the driveway read, "47 CENTS". Coming to a stop, the door quickly opened and out stepped my well-tanned, athletically built friend, Tommy Gioiosa. Exhibiting his ever present, infectious smile and exuding success with every step, Tommy approached the shaded area where I stood conversing with a young couple whom I had met just minutes before.
I had made Tommy's acquaintance about one year ago and quickly became fascinated by his personal Horatio Alger "rags to riches" story. I immediately liked Tommy and developed an even deeper interest in him when I discovered his masterful selling prowess. Tommy's trip to the top of the sales profession began only seven years ago in 1995. Destitute, with only 47 cents to his name, he entered into an agreement that offered unlimited success as a distributor for the nationally acclaimed Herbalife product line. His current level of success as one of the country's leading salesmen came about not because of his extensive product knowledge, engaging personality or his ability to set and achieve lofty results-oriented sales goals. Rather, it was due to a single-minded focus and dedication to just three basic habits he developed early on in his career and continues to practice even to this day. Coincidentally, the couple I was visiting with when Tommy arrived, were also Herbalife distributors. Recognizing Tommy by reputation, they couldn't wait to engage this renowned purveyor of health products and learn the secrets of his success. I myself am always interested in learning everything I can at the feet of the best in any field of endeavor so, I took out a piece of paper, borrowed a pen and commenced to take notes as Tommy's mystique unfolded. Tommy began by sharing the story of how he and a friend launched their Herbalife careers by each placing ten pennies in one of their front trouser pockets every day. After each face to face interview during which they asked someone to buy, Tommy and his friend would move one of the pennies to a different pocket. When all of the pennies were re-located, they took the remainder of the day off and went to one of the many sun-filled beaches on the coast of Florida. "We talked to everyone, moved the ten pennies and went to the beach," Tommy said, "it was as simple as that!" Herein lies Tommy's first secret for sales success: Set
a specific, measurable level of daily activity and immediately As his saga continued,
Tommy explained why it was essential that he personally use the merchandise he sold.
Earlier in his life, he went through a period where he was considerably overweight,
out of shape and lacking the energy level he thought he should have. Through the
encouragement of his new wife, Sandy, Tommy became a distributor and avid consumer
of Herbalife products. After demonstrating this high level of conviction by implementing
the diet himself and achieving physical fitness through regular exercise, Tommy became
more confident and closed more sales. In addition, he encouraged his downline associates
to "walk the talk" by consuming Herbalife products themselves. You
cannot prosper for any extended period of time Tommy next admonished
the young couple. "Wear the button!" he said emphatically. "Always
wear the button!" This now reveals Tommy's third secret for sales success: Constantly
promote! No matter where or when I happen to see Tommy, he always wears a two
and one-half inch diameter, shiny button that reads, "LOSE WEIGHT NOW, ASK ME
HOW." "You don't need expensive ads or billboards," Tommy says, "
but it is imperative that you constantly promote! Everyone must be reminded of the
services you provide each time they come into contact with you!"
You will be happy you did!
Jim McCarty is a nationally recognized sales aficionado and master storyteller. He makes it possible for insurance agents, financial advisors and other professionals to prosper and gain unlimited success by living on "fixed incomes. Jim is the author of several results oriented books on strategic selling techniques, including his most recent highly acclaimed sales manuscript, "Above the Line". He frequently appears as a main platform speaker and has been a presenter at three Million Dollar Round Table annual meetings. He shares his expertise through dynamic speaking engagements, hard-hitting audio tapes and informative, nationally published sales achievement articles. Jim may be reached at 386-304-9684. SIZZLIN' SALES SUCCESS |
