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How I went from a failing sales person to the #1 sales trainer in a $200 billion dollar industry using Ben Franklin's scientific program for self improvement...
I only lasted a few months after discovering how hard it was to sell.
When I first returned home after completing six years in the US Navy I had a pretty good idea of what I wanted, or so I thought. The profession of selling really appealed to me so I applied for a job selling life insurance. I only lasted a few months before I knew I was not mentally equipped for the stress and insecurity that comes with the territory.
How I discovered a powerful system.
The experience was not wasted. My manager gave me a book on selling and in one tiny portion of the book there was mention of Ben Franklin's system for improving your skills. I was intrigued so I thought I would give it a try.
This system helped me become a top sales person.
As the program recommended, I carefully selected 13 skills and attitudes that I wanted to master. I typed them on small cards along with an affirmation to go along with it. I carried one card with me each week and read it at odd moments, focusing on improving that single skill for the week, then moving onto the next skill. At the end of 13 weeks I would repeat the process resulting in continuous, ongoing improvement in each skill.
It seemed too simple to work.
I struggled with this program for the next few years. I thought it was too simple to have any real effect. However, I kept with it in spite of getting sidetracked with all sorts books on sales, all good, but nothing seemed to really take root. I kept coming back to Ben Franklin's program.
My first small sign of progress.
I had to make money to support my wife and son while I was trying to go to school and ended up in a supermarket bagging groceries. The store manager watched me closely as I dealt with the customers, always having a great attitude (it was on my list), always offering to be of service, (service was also on my list) and he asked me if I would like to be an apprentice in the meat department. The pay was good and the hours were great, but the work was extremely difficult.
The meat business is brutal - very hard work with a lot of pressure!
Three years later I became certified by the union and was promoted to their meat department manager at one of the busiest stores near Boston. I had 16 meat cutters working for me and we were selling half a truckload of "hanging beef" a week. All during these three years I was off and on with my self improvement program. As I mentioned, the biggest struggle I had was it seemed too easy to possibly have much of an affect on me. Little did I know that Ben Franklin's system was working on me in the background. That's the beauty of this program.
I didn't know they were going out of business!
I wanted to move back to Maine where my wife and I are originally from. I found a meat company that was looking for help, so I applied for the job and moved to Maine. The company I went to work for had 25 employees (mostly in their 50s and early 60s) and was set up as a corporation with a board of directors consisting of 10 local business owners, all over the age of 75. When I took the job I didn't know the company was about to go out of business.
They asked me to take over the "sinking ship".
After a few months the CEO asked me if I would take over and run the company. Keep in mind I was only 25 years old and had never seen a profit and loss statement in my life, plus, all the employees were more than twice my age. I took over and everything started to click. It was almost as if Ben Franklin had his hand on my shoulder and was showing me what to do.
A 500% increase in 5 years.
During the next 5 years the company grew at the rate of 100% per year. The skills I had been embedding in my subconscious mind really came to light and I seemed to be a different person than when I first started. We decided to sell the company while it was going strong and the stockholders (me being one of them) could get their money out. That was a high point in my career. At 30 years old I really felt like "somebody!" My wife and I decided to sell our house, take our two kids and move to Orlando, Florida.
It's amazing how fast you can go from "somebody" to "nobody!"
It was if I was dropped from an airplane into the middle of a city without knowing a single person. At that time there were over 800 people a day moving to Florida, all looking for jobs in a place where they didn't much care about how you did it up "North". It was the ultimate culture shock.
A fast recovery because of the "system" I was using.
I landed a job as a meat department manager for an Albertson's Supermarket that was just opening. There I met the vendors who were selling to the supermarket and I worked my way into an interview where I was hired as a sales rep. I immediately did very well because of my experience along with the selling skills I developed using Ben Franklin's system. With a little stability in my life I was able to start up my 13 week cycle again to see if I could continue to improve while adapting to this new Florida lifestyle.
Again, the company was about to close due to heavy losses.
Within a few months I was promoted to sales manager for a meat and poultry company distributing throughout Florida. That's when I found out the company was losing $50,000 per month. The parent company gave us six months to turn it around or they would close. Once again, the heat was on. We not only turned it around, but increased sales from $250,000 per week to $1,000,000 per week. The General Manager left to start his own company and I took over the responsibility of managing the company.
A new opportunity to move forward.
I was offered a sales position for a Fortune 200 company as the Central Florida Sales Rep. Even though it was a step down, I jumped at the opportunity to go to work for a national company.
Three years to become a National Sales Manager.
Over the next 3 years, armed with nothing more than the 13 skills I developed by implementing the Ben Franklin system, I quickly became an Area Manager, Regional Manager and then moved to Oklahoma City to become a National Sales Manager. This experience was priceless. I was flying all over the country meeting people at the highest level.
Training - product knowledge and selling skills.
I discovered I had a unique ability to train people how to sell and started conducting training sessions for my own sales people as well as the sales people of my customers. This had a very positive effect on sales.
Becoming an independent sales trainer.
I started writing lessons that I merged with Ben Franklin's 13 week program. That's when I started to build my initial sales training course. I put the information in a manual and had a program that would increase anyone's sales if they implemented the principles. I also honed my presentation skills by teaching sales people how to sell meat. I kept refining and refining the program based on feedback and results. The company I was working for was in the process of a merger and I felt it was a good time to go on my own. The year was 1992. My wife and I both left our jobs so I could become an independent sales trainer.
If I couldn't sell - we couldn't eat.
After selling our house, putting our belongings in storage we spent the next TEN YEARS traveling the country living in hotel rooms and working out of our van! TOGETHER WE DROVE 418,000 MILES, TRADED OUR VAN IN ON AN RV AND SPENT MANY MORE YEARS DRIVING HUNDREDS OF THOUSANDS OF MILES! We spent many nights in Wal-Mart parking lots, truck stops and rest areas throughout North America racing from one city to another to be on time for another seminar. We kept going, and going, never giving ONE THOUGHT TO QUITING. All my sales came from writing sales letters and making follow up calls while driving from one seminar to another. If I couldn’t write a persuasive sales letter and make a sale on the follow up call we simply could not eat. In true sales you eat what you kill. You have to close or go hungry!
Hundreds of seminars and thousands of sales people later.
After presenting hundreds of seminars and training thousands of sales people I realized that I accomplished the impossible. The largest companies in the industry were hiring me to speak to their sales team. I had become (and still am) the #1 independent sales trainer in a 200 billion dollar industry.
My 2 favorite pictures…
The first one is my wife Jane after a presentation to an audience of over 400 people at a Texas trade show where we walked out with a huge box full of cash. This is the day she started believing in what we were doing.
The second one is me and our van taken in Boise, ID, when the miles rolled over to 418,000.
To earn the respect of your customers you must be an expert in your business.
During my travels I visited thousands of business owners, as well as hundreds of distribution centers and manufacturing plants. I have written over 300 articles for industry magazines, 27 books as well as created a comprehensive center of the plate website for DOT Foods, all adding to the effectiveness of my training.
Certified Speaking Professional.
In 2005 I was awarded the designation of CSP (Certified Speaking Professional), the highest honor awarded by the National Speakers Association and the International Federation for Professional Speakers. Less than 8% of speakers worldwide qualify for the CSP designation.
"I found Bob's book to be outstanding. One thing I admire about all his writings is that they do not just make you a better professional person, they make you a better person! Things I already do, but not to my satisfaction, came alive when I prayerfully applied these principles and this gave me the missing link I needed to stretch my reach toward excellence. Another result is mental freedom, clearer focus, and a place of honor for thoughts and insights formerly lost or disregarded." JoAnn Harvey
I sincerely hope Ben Franklin's system helps you reach your goals... Bob Oros
TABLE OF CONTENTS
Ben Franklin's Scientific Program for Prosperity and Self Improvement
Ben Franklin's Scientific Program for Prosperity and Self Improvement
Bob Oros, Certified Speaking Professional
What Ben Franklin can do for you
Breaking through the clutter
Distractions have been around foreve
A small investment of time
Implementation - the missing ingredient.
Your partner and mentor, Ben Franklin
All you need is a desire to improve
Franklin's personal plan for success
Focus is the key
What Ben Franklin did for me
How I discovered the plan
It seemed to simple to work
The program started to show results
The program started getting traction
The program's biggest test
Rolling the program into my training
My current challenge.
Creating your unique program
Affirmations and visualization
I. Be determined. Define what you want and go after it.
II. Smile give praise and appreciation
III. Think right towards people use the “i like you” theory
IV. Be enthusiastic do everything with energy “do it now”
V. Be organized manage time wisely plan – keep records
VI. Eat right and exercise acquire good eating habits – look good
VII. Give 110%. Go the extra mile. Be generous.
VIII. Ask questions be in charge of the conversation
IX. Listen carefully find out what is really said – be impressed
X. Specialized knowledge be an expert in my business
XI. Communications speak clearly – read aloud speak out
XII. Be confident remove all restrictions and limitations
XIII. Be persistent use the “it shall be done” theory
How to speed up the process and get instant results.
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