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Hi @sandalwood (Tom?)

Thanks for your perspective. I like to hear different perspective from people that are or have been "In the Sales Field" (FIELD EXPERIENCE) Looks like CVStoBVS has BLOWN UP here on Sowpub there are about 3+ different threads :->

Looks like Gleeson's work Did have an impact on your thinking ...even if minimal from your perspective. When you said:

I am not saying his work is wrong or not useful. It got me re-thinking my approach and made me change a thing or two but overall, that is all it is good for.

The "Rethinking" and "a thing or two" could have a significant impact depending on what they are. You are in sales so I don't need to go into the difference between a 1% and 2% conversion rate and the dramatic Impact it could have on Profit.

In my opinion ANY demonstrable CHANGE IN BEHAVIOR as a result of ingesting information is a great thing. Contrast that with reading a book and still doing the same old actions you used to.


His $100,000 reward gimmick certainly is interesting and a definite eye catcher. However it doesn't prove a thing. I can offer $100,000 to anyone who can close me. Guess what, they never will. I bet you can guess why.

Umm I think you just proved the doctors point....and I agree with you No salesperson can CLOSE you in that scenario. What You can NOT control is the salesperson contacting you. (example, Many a Do Not Call list Prospect have tried to stop telemarketers and have failed :->)


If you have been in sales for any length of time, you know you can't close the sale. It is all in how you open it. The client has to be willing to walk himself through your presentation.


Wait a minute, I'm wrong. Of course you close the sale. Every sale is closed. The client either bought or didn't buy. Period, end of story, the sale is closed. Therefore you can always say, yes, I closed the sale and be right 100% of the time.

Hmmm I have been in sales (corporate) and I see where you are going with this...You may have just contradicted yourself based on your conclusion from the 100k example you mentioned above about not being able to be closed. I think the other threads address this pretty clearly. I may make a separate post.

We unlocked the mystery and didn't even know Gleeson existed. Imagine that, two ole country bumpkins in Northern Nevada fumbled along and learned the magic bullet practicum.

I would write a book and spill the beans but I don't want anyone to know we know. Then, of course, they would want to know. I can't have too many people knowing. Gleeson on the other hand doesn't mind people knowing. God bless him.

I and I am sure many here would be interested in hearing about Your WOM Strategies based on your experience. Why not share it? or License it to non competitve industry?? Just a thought


Anyway, that's just my take on Gleeson. It might not even be worth the price of admission..

THANK YOU for your take. There is no "right/wrong" as Glesson would say just a CVS and a BVS lol.

Cheers

Originally Posted by sandalwood

Duane,

I would assume he doesn't get more play simply because he really doesn't say much. All he did was restate the obvious and got a PhD out of the restatement. In other words he did real well for himself.

His $100,000 reward gimmick certainly is interesting and a definite eye catcher. However it doesn't prove a thing. I can offer $100,000 to anyone who can close me. Guess what, they never will. I bet you can guess why.

I am not saying his work is wrong or not useful. It got me re-thinking my approach and made me change a thing or two but overall, that is all it is good for.

If you have been in sales for any length of time, you know you can't close the sale. It is all in how you open it. The client has to be willing to walk himself through your presentation.

Wait a minute, I'm wrong. Of course you close the sale. Every sale is closed. The client either bought or didn't buy. Period, end of story, the sale is closed. Therefore you can always say, yes, I closed the sale and be right 100% of the time.

In his WOMBAT book, he just tells us word of mouth is the best advertising you can get. Whooppee, our insurance agency book of business is full of WOMBATs. Why? If I tell you, I"ll have to kill me.

How did we find those WOMBATs? Don't ask Gleeson cuz he doesn't know how to find them or at least he doesn't tell you in his book. Finding WOMBATs is both an art and a science and it goes beyond just telling people to find them.

We unlocked the mystery and didn't even know Gleeson existed. Imagine that, two ole country bumpkins in Northern Nevada fumbled along and learned the magic bullet practicum.

I would write a book and spill the beans but I don't want anyone to know we know. Then, of course, they would want to know. I can't have too many people knowing. Gleeson on the other hand doesn't mind people knowing. God bless him.

Anyway, that's just my take on Gleeson. It might not even be worth the price of admission...