Mr Stone invited me to come down to one of his morning sales meetings with his Insurance Co sales staff.

The topic that day was "prospecting".

He had me tell the story of how I "prospected" HIM for my alarm business.

At that meeting I watched in awe as this group of salespeople went thru a "Positive - Get-Yourself UP- rah-rah" session I have never again experienced.

They were SHOUTING and jumping up and down, repeating the salesleaders phrases...."I AM GREAT! I AM THE BEST SALESMAN IN THE WORLD! I FEEL WONDERFUL! I AM A CLOSER! I CAN SELL ANYTHING TO ANYONE!"....etc.

Man-o-man....when those people left that room they were PSYCHED! Nobody could tell THEM "No!"

I tried to imitate some of that meeting with my own group of sales people but Clem Stone's group were the masters.

There IS something to the idea that..."what your mind can conceive and believe...you can ACHIEVE!"

MANY....MANY times in my direct sales career when I was starting to sell a new product or service OR, even on days I just did NOT feel like meeting people and trying to sell them....I would "talk to myself"...."Self! You WILL SELL today! You WILL feel GOOD about yourself! You WILL give a great presentation! You WILL get the order!"... etc

Then...I would "shake off the blues" and be ON TOP again....full of gusto and spirit.

Ain't life grand?

I sure enjoy selling stuff.

Don Alm

> Back in the late 70s, one of Clement Stone's
> people contacted me about the possibility of
> buying one of my business operations. -- I
> told him I wasn't really interested in
> selling - but - what the hey, I'm always
> open to an offer.

> After a few more telephone calls, it was
> arranged for me to meet with Stone in
> Nashville, where he was speaking.

> When I arrived a guy by the name of Pat
> Boone took the message to Stone that I had
> arrived.

> Over the next hour or so, Stone & I
> discussed his wanting to buy my company. --
> I didn't want to sell. He didn't want to
> take NO for an answer.

> We had concluded our discussion ... not to
> Stone's liking ... when a young reporter
> asked if she could take a picture of Stone
> & me together. -- We both consented,
> then, she made an almost fatal mistake.

> First ... let me explain ... at that time, I
> too wore a pencil line black mustache.

> After taking the picture she said, "Did
> you know you two look like father &
> son." -- It tickled me but Stone didn't
> think it was funny & told her so.

> Over the years, we became fast friends &
> the picture of me & him still hangs on
> my office wall.

> May he rest in eternal peace ... he was an
> inspiration to us all.

> Jim




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