High praise from the Sales Manager

High praise from the Sales Manager

"She sold eighty-eight conversions over a two night period," Sharon wrote, "persuading subscribers to the weekend paper to upgrade to daily subscriptions, and reactivating prior customers whose subscriptions had expired. One time, she sold sixty-one conversions in one four-hour shift." Many sales reps don't make that many calls in four hours.

"On the Saturday morning shift," she said, "one of the toughest times to sell, she once made thirteen sales during her three-hour shift. Kathy only works until Noon on Saturday, yet she usually sells more than the other sales reps who work until 2:30 p.m."

A complete novice

One reason Sharon was so impressed with my results is because she knew I had never taken a sales course. "If you ask her what kind of 'close' she uses when she's selling, she'll probably talk about what she's wearing," she wrote.

Sharon wasn't quite sure what I was doing, but she saw the results: "Kathy has a way of sensing just the right thing to say, in order to persuade people to buy. She projects a sincerity and enthusiasm - even over the telephone - that people respond to."

Sharon concluded her letter this way: "Kathy said it was a program called 'Silva Mind Control' that helped her become such a persuasive sales person, and I believe her because I can't account for her outstanding success in any other way."

The caseworking part of the Silva course - where you mentally detect what kind of problems people have, and then after confirming that you were accurate in what you detected, you imagine correcting the problems - opened up my intuition where I could tell quickly whether to spend time trying to sell to that person, or to move on to another call.

The Silva techniques gave me a way to relax quickly when I needed to, and to stay focused on my goals.

One thing I noticed is that a lot of our sales reps stayed on the phone too long. I guess they were trying to avoid being rejected by the person they called. They probably are not in too big a hurry to call somebody else, who might reject them.

But the way I see it is that the more calls you can make, the more chances you have of finding people who will accept your offer. Sure, you may get rejected by more people if you make more calls, but you will also find more people who accept. As soon as I got the feeling that the person wasn't going to accept my offer, I thanked them, and moved on to the next call.

It really helped me to be able to sense whether the person was going to buy or not. There is a story in the Sale Power book about how a Silva graduate in Oklahoma City, Paulette Temple, used visualization when she was on the telephone with people. She was a dismissal clerk at a hospital and had the difficult job of collecting the difference between their total bill and what the insurance paid.

"Nobody likes to be asked for money when they are sick or hurting," she said, "so you have some idea what I was up against. After going through the Silva course I began using my Mirror of the Mind Technique and picturing every patient surrounded by love. Then I imagined myself asking the patient to give whatever it was I needed to complete his dismissal."

She did such a good job that she was promoted to a collector. There were three other ladies in the department, all with many years of experience, while Paulette had none. "Since I became a collector seven months ago," she told Ed, "I have been the top collector in the office every month."

After I came here to Austin where Dennis Higgins lives, I learned that his mother Ruby had carried that idea a step further. Ruby Higgins is a bubbly, happy, seventy-five year old redheaded fireball in running shoes who has the knack of making everybody feel good. She has adapted one of Jose Silva's techniques called the Alpha Uni-Mold. With that technique, you imagine a mold in the shape of a perfect human being. Then you imagine all of the people who are sick or hurt backing into the mold, so that you can mentally correct all of the problems of all of the people at one time.

Ruby imagines a similar mold for the people she calls. She imagines them in the mold, filled with positive white light that will bring health, happiness, love, peace, contentment, and abundant success.

How well does this work? It works so well that she is able to keep the CEOs of the nation's biggest computer businesses on the phone for a survey for thirty to forty-five minutes. When she is through with the survey they even thank her! Some executives have remembered her from a thirty minute phone call more than a year ago.

Ruby says, "You can use this mold in any situation you encounter in your career, family, school, or any relationship. It helps you while you're helping others because you are in the mold too. That's why I have so much energy at the end of the day after making all these calls."

There is a lot of rejection in selling, especially when you sell by phone, but it never bothered me. I just went to my level and recalled why I was doing this, what I needed the money for. I recalled what Ed and Mr. Silva and Dennis Higgins had taught me, and when I came back out of level, I was really motivated and ready to make fifty more calls right away.

I worked at that job for more than a year. Then Ed persuaded me that I would be better off working for myself. He helped me set up my own marketing company, CS Marketing, Inc., which was established to market the Silva seminars and home study courses.

That really impresses people, to learn that a young woman like me, who is taking freshman college courses in business administration at night, owns her own marketing company.

It has certainly convinced me of the value of the Silva techniques.

Kathy first went to work for Silva International in 1989. She now owns her own marketing company, Avlis Publishing, LLC, specializing in publishing and marketing Silva UltraMind ESP Systems courses and products.

For Eye-Catching, Effective, and Inexpensive Web Sites, built fast and to your satisfaction, please visit Kathy Sandusky at www.KatWeb.org.

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