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Old December 11, 2016, 10:50 AM
GordonJ's Avatar
GordonJ GordonJ is offline
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Join Date: Aug 2006
Location: West Palm Beach, FL
Posts: 3,471
Default Case Study One: MACE Electronics

Quote:
Originally Posted by MVc5hws View Post
This stuff fascinates me, so yes please! Your stories are the best parts of this forum.

During my 3 years with MACE Electronics I was always in the top 10 in sales, even when they got to 100 salespeople in 16 stores. Me and Pete (who had his own technique) worked at the same store and it was a new store and we took it to one of the top stores in the chain in record time. MACE sold consumer electronics.

Every week, some kid would get his uncle to buy a big system, so you would see different names in the top 10, but there were 4 or 5 of us which were always up there, because we were PROS.

Mirroring and pacing were around long before the NLP guys got their hands on it, having started studying with Fran Renner (at the corner of 4th and Portage Trail) when I was 15...and she fully immersed me in Ericksonian as well as other hypnosis techniques. It wouldn't be until 4 years later, while in the Navy, I started applying the combinations of my studies.

After all, on a submarine, I had a laboratory full of mice, whom I could experiment on.

Anyhow, MACE was in the 80's, during the rise of the VCR, cable TV, camcorders and HOME computers. For about 2 years, I was one of the leading sales guys for Apple II and IIC home computers.

So, when I was "up", salesman take turns with people coming into the store (except Pete, he didn't work that way, violated every rule they had about greeting the customer)...

But when it was my turn, I began with a piece of Fascination and anchored a thought to a word. The thought was I was the guy to go to for answers.

I used a touch, because we had to show our coupon book bonus, and this gave me an opportunity to mirror and lead.

I had the highest closing rate and was most often the leader of selling the very profitable Extended Warranty.

This is a verifiable account, I still see Pete once in awhile, and someone has the records too.

I can't get into details typing, I might be willing to make an audio, just to answer questions.

Fascination is one of the most powerful tools a salesperson can use, and it comes naturally to some, and when you are aware, and see the results, you can ramp up the power from a small 40 watt night light to a giant Kleig light with the batman symbol on it, only instead of bats, put dollar signs on yours.

Gordon

PS Most often the term CHARISMA is used to describe someone with natural fascination powers.

The "idea" I planted was based on one of the more powerful "cognitive biases", the so-called HALO effect. This is created through rapport, often telling the target how smart they are, or being all, WOW... "Wow, not one in 100 customers know that, we must have attended the same genius academy" with a hearty laugh and touch to elbow.

Last edited by GordonJ : December 11, 2016 at 12:46 PM.
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