Jim Straw passed away on Dec. 3, 2012

First Zig Ziglar now Jim Two of the really great motivators and teachers in marketing and sales. I will miss them both.

"YOU can be your best friend, or your worst enemy. No one forces
you to be what you are, or do what you do (or don’t do). - What you have
today is a direct result of what you did yesterday. What you will have
tomorrow will be a direct result of what you do (or don’t do) today.
It's up to you!" ~ Jim Straw

[Glenn]

Happy Holidays,

The Other Day I Made a Mistake on the phone with a Client.

I asked, "What do You Want More of -- Business-wise?"

Jason SAID, "I want more Clients."

So I asked a series of NLP Hot Button Questions about Getting Clients.

Jason Replied:

A - "I like seeing my clients go to the next level.

B - "For Example - They were selling 400.00 a week and jumped to 1000.00 a week

C - "I get a Psychological Boost

D - "I know they're successful so they want to stay (as clients)

THEN I ASKED Jason
Invisible TRIAL CLOSE Question
To Find Out if he was Ready to Buy.

NOTHING.

Odd.

So I Asked the Same Question.
NON-Biz.

Outside of Biz.

"So What Do You Want MORE OF Outside of Business?"

Jason Said, "Tennis! More Time to play tennis."

Aha!

I could Hear DESIRE, Excitement.

After One NLP Question Jason Said, "I sort of FEEL as though I'm in Another World When I Play Tennis."

So I asked Jason if he'd Like to Be Able to AFFORD More Time
To FEEL Like he's in Another World - Playing Tennis.

And he said, "YES."

=============
=============
ACTION SUMMARY -

My Goal above is to illustrate Jim's Point - "Sell to Desire."

Most people you ASK either don't Know What they are PASSIONATE About.
OR don't want to tell you -- a stranger.

AND...

Since Sales Statistics Show that 72% of sales don't happen until After
9 or 10 "Contacts".

Don't Quit after the 1st try.

AND...

Use Proven - INVISIBLE TRIAL CLOSE Strategies to ASK FOR Munny -
without Getting an OutRight "NO".

Because once the prospect "Catches you selling" and says "No" -
then the sale opportunity is over.

Thanks,
Glenn Osborn

P.S. - Gary Halbert used to say the same thing. But differently.

Gary's advice was to sell only to CRAZY People.

Crazy about Golf.
Crazy aboutDating.
Crazy about Model airplanes.

Jim said it more elegantly.

[Glenn]

Happy Holidays,

I just shared this idea with a salesman who (WAS) having trouble Making
Appointments with CIO's of big Corporations to sell software.

My friend Susan was hired by 2 brothers.

The brothers owned an Advertising Specialties Co. Their big idea was to put
small stores inside BIG Stores and sell like crazy - off the foot traffic.

BUT THEY COULDN'T Get A Single CEO to listen.

So They Paid Susan 5K down and 2000.00 for each appointment she made
for them with a list of Billion dollar Corporate CEO's.

They FREAKED when Susan got them Appointments with 18 out of 20.

HOW Did Susan DO it?

She got 20 Large - Blank Pizza Boxes.

Put the CEO's Picture on the Front.

Filled the inside with T-shirts, Pens, foam mugs, baseball caps, rulers,
candy bars, Dozens and dozens of items ALL WITH THE CEO's FACE on them!

On top.

One Sheet of Paper that said.

Please Call This # Because We Have An Idea That Will Make Your Company
A Ton of munny at high Margins. And make you even more famous than
you are now. Susan

=============
THE REST of THE STORY -

a - The 2 Brothers Showed Up in front of 18 CEO's.

b - The Brothers were Puzzled Because ALL 18 CEO's asked that Susan be there at each Appt. too.

c - Susan laughed as she told me, "The 2 Brothers were MAD cuz they got
told "NO" eighteen times. But I Got HIRED 18 times!"

All 18 CEO's wanted to PAY Susan to Get THEIR TOP Salespeople in the door
to Meet CEO's too.

Susan said After she got paid 36,000.00 she got FIRED.

But Susan now gets paid 1000's by many of these 18 CEO's
Because their Marketing Departments Can't Figure out how to
Make CEO appointments with her Pizza Box idea - WITHOUT SUSAN.

Great Example of a Successful Biz Created
Out of a Comical Mistake...

Thanks,
Glenn Osborn

P.S. - For the Holidays - I'm offering collections of Munny Making Case
Studies for 14 bucks or so...

64 Munny Making ideas -

http://archive.enchantednlp.com/products.php?id=99

[Glenn]

Happy Holidays,

As you know, Jim Straw was Big on Testing.

One Change at a time. Over and over again. 1000's of Tests
over Jim's lifetime.

Since we're CELEBRATING Jim Straw - what can be better than do some A/B Split Testing Here and now.

***In my Ezine - We Find Out What VIP members want.
***Help them get it.
***And Write about the process and the End Result.
***So We've Already Started Testing on Behalf of Lisa.

Lisa wants to Write and Sell Detective Novels.

We suggested she test some Titles. Lisa didn't know how. Or what to Test Either. So we got things rolling.

1st - We Tested 8 different Book Titles to Our Ezine List
2nd - We visited a bookstore - Bribed People with Jelly Beans - as they Left
the store - at the front door - to VOTE on their Favorite Title.

WE GOT TWO DIFFERENT Winning Detective Titles!

So THE Plan is:

To BRIBE YOU For Your Opinion and Thus Break the Tie.

---------------------------
YOUR ETHICAL BRIBE IS:

A F-r-e-e Copy of Part I of a Recent Mp3 Interview I did - Full of Munny
Making Case Studies And How I Got Started Making Munny - Part Time - Outside my Job...

THE LINK to the 13.87 Holiday Sales Letter is Here:

http://archive.enchantednlp.com/products.php?id=97

---------------------------
DIRECTIONS on How to EARN
Your 2 Hour Mp3 BRIBE...

E-mail Your #1 Favorite Detective TITLE to me at - [email protected]

AFTER I Get Your OPINION - You Get A F-r-e-e LINK to The BRIBE.

PICK ONE, Please -

___A - Teddy Bear Detective

___B - Deadly Detective

___C - Fluffy Detective

___D - Clown Detective

___E - Super Hero Detective

___F - Brass Ovary Detective

___G - Goldilocks Detective

___H - The Limping Detective

Thanks,
Glenn Osborn

[Dien Rice]

Originally Posted by Glenn

E-mail Your #1 Favorite Detective TITLE to me at - [email protected]

AFTER I Get Your OPINION - You Get A F-r-e-e LINK to The BRIBE.

PICK ONE, Please -

___A - Teddy Bear Detective

___B - Deadly Detective

___C - Fluffy Detective

___D - Clown Detective

___E - Super Hero Detective

___F - Brass Ovary Detective

___G - Goldilocks Detective

___H - The Limping Detective

Thanks,
Glenn Osborn

Hi Glenn,

I emailed you my selection...

I hope you'll let us know the winner(s)!

Best wishes,

Dien

Hi Glenn,

I like [b] Deadly Detective

I like two word titles that both start with the same letter.

I like how Detective Means mystery and Deadly grabs my interest.

Best of success,
Skip Rosell

Originally Posted by Glenn

Happy Holidays,

As you know, Jim Straw was Big on Testing.

One Change at a time. Over and over again. 1000's of Tests
over Jim's lifetime.

Since we're CELEBRATING Jim Straw - what can be better than do some A/B Split Testing Here and now.

***In my Ezine - We Find Out What VIP members want.
***Help them get it.
***And Write about the process and the End Result.
***So We've Already Started Testing on Behalf of Lisa.

Lisa wants to Write and Sell Detective Novels.

We suggested she test some Titles. Lisa didn't know how. Or what to Test Either. So we got things rolling.

1st - We Tested 8 different Book Titles to Our Ezine List
2nd - We visited a bookstore - Bribed People with Jelly Beans - as they Left
the store - at the front door - to VOTE on their Favorite Title.

WE GOT TWO DIFFERENT Winning Detective Titles!

So THE Plan is:

To BRIBE YOU For Your Opinion and Thus Break the Tie.

---------------------------
YOUR ETHICAL BRIBE IS:

A F-r-e-e Copy of Part I of a Recent Mp3 Interview I did - Full of Munny
Making Case Studies And How I Got Started Making Munny - Part Time - Outside my Job...

THE LINK to the 13.87 Holiday Sales Letter is Here:

http://archive.enchantednlp.com/products.php?id=97

---------------------------
DIRECTIONS on How to EARN
Your 2 Hour Mp3 BRIBE...

E-mail Your #1 Favorite Detective TITLE to me at - [email protected]

AFTER I Get Your OPINION - You Get A F-r-e-e LINK to The BRIBE.

PICK ONE, Please -

___A - Teddy Bear Detective

___B - Deadly Detective

___C - Fluffy Detective

___D - Clown Detective

___E - Super Hero Detective

___F - Brass Ovary Detective

___G - Goldilocks Detective

___H - The Limping Detective

Thanks,
Glenn Osborn

[Glenn]

Happy Holidays,

8 year old Markita Andrews in NYC wanted to travel the world.

The Grand Prize - offered by the GirlScouts - was a F-r-e-e Trip Around
the world for Marketa and her Mom.

So in the ONE MONTH that girl scout cookies are sold - Markita went dr to dr
after school and sold 3,526 Boxes of cookies with this story...

Knock Knock. "Hi, I have a Dream. I'm earning a Trip Around the world for
me and my Mom by selling GirlScout Cookies. Would you Like to invest in 1
dozen or 2 dozen cookies?"

============
============
ACTION SUMMARY -

#1 - Good Story. But this is not the WHOLE STORY.
I Read Markita's book and Got her Audiotape Program.

A - Markita only had a couple hrs after school to sell in

B - After she won her world trip she s old cookies for 4 more years

C - AND only 30 days is allowed within which to sell cookies (Probably cuz Parents and neighbors Complain if they did it 365 days a yr)

Here's what I Remember
Markita saying she did to sell the REST of the 80.000.00 of cookies over 5 yrs.

(The 2 More Recent girls who sold More - worked 40 hrs a week at Subway Escalators and Bus Stops. Markita Worked Very Little but Sold a Lot. And I KNOW Markita's Sales System Works. I use it constantly.)

FIRST - She had her Mom drive her to Huge Hi-Rise Buildings After School.

2nd - Markita piled Cookie Boxes around her in the Lobby. (With an OK from the building manager.)

3rd - She had to Change what she said...(She DID put her 30 day sales Goal
into her pitch.)

"Hi, I'm raising $17,000.00 for the GirlScouts. Can You Write me a Check? (LONG PAUSE - Prospect looks STUNNED) "Well, if you can't afford 17,000.00
How Many Cases of Cookies do you want?"

***Then while they're counting munny. Or writing a check. She talks about
winning the cookie contest and flying around the world.

AND...

Markita was invited to speak at sales meetings. HOW DID SHE SELL COOKIES During a Speech?

Markita told the members of the "Million Dollar Real Estate Round Table" -

"And to Sum Up - Since all of you have to be millionaires to be here at this meeting, I put 2 dozen Boxes of cookies under each chair. You can't say you
can't afford it. And it's for a good cause. I take cash, check or money
orders. Thank you Very Much."

All the salespeople in the room laughed. Standing Ovation.

Thanks,
Glenn Osborn

P.S. - You Might want to Create Your Own 30 SEcond Story.

For Example to Explain what is Unique and DIFFERENT about my Free Ezine
we say:

"After Interviewing 100's of self made millionaires over 23 years what
we do is write Case Study filled EZINES about How to Adapt & combine
Proven Hi-Profit ideas and Coach Readers to Extra Munny.

39 Las Vegas Ideas Adapted
for Clients are Recorded Here:

http://archive.enchantednlp.com/products.php?id=100

[Dien Rice]

Originally Posted by Skip Rosell

Hi Glenn,

I like [b] Deadly Detective

I like two word titles that both start with the same letter.

I like how Detective Means mystery and Deadly grabs my interest.

Best of success,
Skip Rosell

Thanks Skip...

For the record, I liked option H...

"The Limping Detective"

(I think I still had the "one legged golfer" on my mind!)

By the way, I'm a huge fan of Philip Marlowe/Raymond Chandler stories... Chandler's similes and metaphors are amazing (and sometimes quite funny)...!

Here are some pages of them, for those interested in this kind of thing...

http://home.comcast.net/~mossrobert/...andlerisms.htm
http://home.comcast.net/~mossrobert/...erisms/old.htm
https://twitter.com/chandlerisms

Best wishes,

Dien

[Glenn]

Happy New Year,

If You Use ideas from books, usually you STARVE.

Here's a doozy I got DIRECT from the owner of an Ad Specialty Co.

Step #1 - JimBob went out and bought a watermelon

Step #2 - He got a box.

Step #3 - He Went to Mail Box Etc. Gave them the Address of a prospect.
They put the watermelon in the box and filled the box full of styofoam peanuts.

Step #4 - JimBob Taped his sales letter to the side of the watermelon.

Step #5 - Then he called The Prospect After he got confirmation his watermelon had been delivered.

RESULT?

Everybody in the office Knew about the watermelon. JimBob got to talk to
the owner RIGHT AWAY. And he got a new client.

==================
JimBob Wanted to Mail More
Watermelons FASTER...

So he started testing.

By the time I talked to him, JimBob had made a Bloody Fortune mailing
watermelons. AND he got it down to a Science.

SKIP the Box
Skip the sales letter
SKIP everything except the Watermelon and stamps.

YOU Got it.

JimBob mailed the naked Watermelon - slapped stamps right onto the Green
Skin. Shipped that sucker - AS IS.

The RESULT?

SAME AS BEFORE - The Biz owner is curious about the Bozo Who Sent him
a watermelon. Picked up the phone. JimBob made the sale by phone.

Thanks,
Glenn Osborn

P.S. - I've imitated JimBob's idea in all kinds of ways. But Confess to NEVER
trying to mail a watermelon - myself. It may not be possible any more.

[Glenn]

Happy New Year,

This is a version of the WATERMELON Sales method.

And this idea I HAVE Used.

And it works Great.

Step #1 - You decide where you want to Speak.

Step #2 - You do some F-r-e-e speaking and collect Testimonials and letters
from Boy scouts - Lions Clubs - VFW and other groups in need of speakers.

Step #3 - 100% of the OTHER "Professional Speakers Association" trained speakers have a DVD, a head shot and a glossy Folder full of LetterHead
prettified stuff they send to the Owners of
Speakers Bureaus. (They get you the gig - pocket 5%)

Step #4 - Jerry SKIPS ALL THAT. Instead he Invented his own PRE-HEAT SYSTEM.

A - Jerry goes to a local shoe store - gets a bunch of old Shoe Boxes.

B - Jerry fills a ShoeBox with Testimonials, Thank You Letters, audience
rate cards. Stuffs them in topsy turvy.

C - Jerry Puts an one 8 by 10 sheet on top.

-------------------------------------------
"Thank You Association President Smith,

"As You can see, I stuck my DMV photo at the top of this page.

"You can hire the best looking.

"Or

"The Best Speaker.

"When we talk I'd like your Opinion of some of the topics that got STANDING
OVATIONS and Applause at other events this past year around the USA.

"Jerry Town

-------------------------

Thanks,
Glenn Osborn

P.S. - IF You don't know what to put inside Your Shoe Box.

Hire yourself some help.