CUSTOM SALES ENGINE
ENGINE is a combination of a very good marketing position and precise
structured sales process that generates a consistent and predictable
sales result. This structured sales process can be taught to
your representatives and they can generate the same consistent and
predictable sales result.
Sales Engine is the key system
to take your business from not much to
Net Profit inside 24 months
on to $1,000,000/year Net
sales rule that states that only
20% of your sales people can sell and are responsible for 80% of
your sales is hogwash generated by morons involved in
marketing. Since they don't know how to create a SALES
ENGINE that delivers a consistent and predictable sales result they
come up with excuses such as the 80% rule.
What happens when you are able
to create a SALES ENGINE is that you will take market share which is
a nice way to say you will TAKE THE SALES AWAY FROM
YOUR COMPETITORS and perhaps put them out of business so that
they are no longer a threat to your company.
I use the analogy of an
Automotive Racing Engine because everyone understands that if you go
out to the track with a race car that does not have an engine there
is no way you will win. You'll be working hard pushing the car
and not having the engine propel the car.
Automotive Racing Engine is a very precise thing.
The cam lifts have to work in
conjunction with the ignition timing and the fuel delivery of the
fuel injection, etc. Get any one of these things wrong and it
doesn't even start. Get it just a bit off and it does not make
the horsepower necessary to win.
ENGINE is a VERY PRECISE THING!
In the same way a Sales Engine
is a VERY
The Marketing Position has to be right and the Sales process has to
support it. The tonality has to be right and the words chosen
have to be right. It goes on and on. Get one of these
thing wrong and you get zero. Get it just a bit off and you
can't win because you can't get consistent predictability out of it.
It never ceases to amaze me
that when I'm working on a Sales Engine I'm thinking so hard that I'm
sweating blood and nothing happens until the last and final piece is
in place and in sync with all the other pieces. At that point
in one instant in time the Sales Engine comes alive!
and Sales is BINARY.
It's either on or off.
Nothing happens until it is complete and precise and then it comes
alive in an instant in time and stays consistent and predictable as
long as all the determinants remain in place! Just change one
or two words with words that mean the same and you will go to
zero! How amazing this is.
I know you don't
understand. Here's where you are.
tried hiring 'closers'.
You've even paid big money for
your 'marketing manager'. You keep putting ads in the newspaper
seeking some sales person that will make you rich. You've tried
everything. But here you are still not going forward and having
your competitors take your market.
So what's new? Nothing.
And of course the definition
of insanity is doing the same old thing and expecting a different result!
is no 'closer' out there that will come and sell and make you rich!
If there were you would
already be rich. Do you understand?
most businesses don't understand this.
I see the Sunday newspaper
full of ads for 'closers' from the same companies month after
month. What those ads really say is 'Closer wanted to make me
business owner throws their money away at newspaper ads and then
complains that sales people are lousy when they don't produce as
expected! So what's new? Nothing. The definition of
insanity is doing the same thing over and over again and expecting a
I would not say that these business owners are insane.
It's just that they don't have
anyone that really knows how to build a SALES ENGINE so they just
keep throwing their money away at ads in the Sunday paper hoping
against hope that a salesperson that they will pay commission only to
will show up to make them rich! Dream
serious because you are betting your life.
You're betting your life and
future on a half starved commission only salesman to make you rich?
How stupid is that!
need to do here is build a CUSTOM SALES ENGINE that you understand
and can implement through your sales staff.
It's not their job to create
the Marketing Position or the Sales Process. If they did they
would be in business against you.
thing you need to understand is that my knowledge is not common.
I spent 3 years and 60 clients
perfecting the CORPORATE
STRATEGIST GENERAL THEORY OF SALES
and that was in 1985 to 1987. During that period I could only
(?) increase my client's business by 300% gross inside 24
months. My clients were happy but I was not because I
wanted a consistent
and predictable sales close ratio out of my Marketing and Sales Process.
wanted to take my clients to $30,000 NET/month within 24 months!
And that could be done if my
client could sell, at a minimum, every 3rd presentation at the price
point he wanted. Just think of your business. If you
could sell every 3rd presentation at the price you want you could do
that too and more because you would have POWER in your market place.
wanted to create was the CORPORATE STRATEGIST GENERAL THEORY OF SALES
that would generate a Scripted Sales Process that would yield a
Predictable Sales Result of at least 30% of all presentations in all
kinds of businesses all over the country and Canada.
THEORY had to take into account that the product or service was
lousy, the company near dead and the Scripted Sales Process would be
delivered by a client that did not know how to sell, did not want to
sell, that I never saw and would never see, since it was all
done on the phone across the country. And I gave myself 10
years to solve this
end of the 3 year period between 1985-1987 I had figured it out.
During that time it was like
going to a lab and testing and testing and testing different
theories. I could only(?) improve my clients by about 300%
increase in Gross Sales in 24 months in those 3 years. My
clients were happy but I was not! But little by little and
through a lot of frustration the market revealed it's secrets because
I was doing 10 businesses at a time and sometimes 20 businesses at a
time. And starting the 4th year I was able to do it! That
was in 1988.
was not enough!
Although it already worked
after 3 years of research and the clients were extremely happy, by my
standards, it needed a lot more work. A client, not knowing
what was possible, and not knowing my 10 year goal was very happy to
be able to increase his business by 300% gross sales.
another 7 years to perfect it further and for me to have it become
part of my DNA.
I knew that the SALES ENGINE
could produce a lot more horsepower!
It took another 7 years to
perfect it further and for me to have it become part of my DNA.
always the debugging portion of building the engine that was a huge
difficulty and took the most time.
The difference between the
beginning of the 10 year period and the end was the insight,
expertise and experience that I had gained to be able to debug the
problem more quickly and build a Sales Engine with more power.
Even then, it all varies from case to case. Some companies are
a total mess and need a major overhaul!
It was my
educational background that allowed me to look at the problem in a
Most people in Sales and
Marketing are people that can't get a job. So they're not very
intelligent. And no one ever gets a Ph.D. in Sales. But
because I wanted to be able to turnaround multiple companies at the
same time and I knew that my client base would be the 99% of failing
businesses, I needed to create the CORPORATE
STRATEGIST GENERAL THEORY OF SALES
that would take into account these limitations.
after I knew what the 'rules of engagement were, and even after all
these years of implementing this, it's still extremely difficult to
solve the individual company's marketing problems.
in my career I became a leading edge software designer.
I did it mostly because they
paid better than everyone else. They paid me a lot in
comparison to the pay scales available to managers! I decided
to become a software wizard so in 7 years I worked on 7 languages and
5 operating systems in 7 projects in 2 countries and 3 cities!
I became a wizard but really didn't want to continue in the industry
because my mind got so fast that I would listen to people talk in a
cocktail party in slow motion!
My mind was going so fast that
what was in front of me was going too slow and all the while,
concurrently, I was solving the current software problem in
background in my head while I stood there bored to tears with the
trivia happening in slow motion.
I had become a total nerd,
unable to relate to the trivia of day to day life. It was time
to give it up. In any case I really wanted to 'fix' businesses
since my education was in business and not computer science.
wanted to be a business wizard, just like I had become a software wizard.
to be able to fix any business that did not work, with any lousy
product or service, in any economy, in any geographical location
(which meant that
I would not even see the business owner),
run by an owner that was totally stressed out and out of money and I
wanted to do them at least 10 at a time. And I wanted
to take them to $30,000 NET/month within 24 months.
enough, right? If I could do that then I would be a business
wizard. I was a crazy guy!
It was the same idea that I
had about becoming a software wizard.
I ended up with the ability to
do multiple languages and multiple operating systems in computer
science. If you know anything about leading edge software
engineering, you'll know it's harder than anything in normal
life. All your knowledge becomes irrelevant in 12 months so I
was constantly in a learning mode while implementing. It was a
lot harder than 'fixing businesses'!
approached solving the business marketing problem in the same way as
I tackled leading edge software problems.
I knew that I needed to create
STRATEGIST GENERAL THEORY OF SALES
that would create a Scripted Sales Process that would yield a
Predictable Sales Result of at least 30% of presentations for any
lousy company anywhere.
my CORPORATE STRATEGIST GENERAL THEORY OF SALES and I've implemented
this proprietary knowledge successfully with over 100 businesses in
over 2 decades!
as you can see I didn't come to this expertise by luck and chance.
I'm not just some 'consultant'
or 'coach' that knows nearly nothing and can't get a normal job so
they are 'consulting'.
I came to
this juncture in my life through a decision to do this in 1984 which
is decades ago. I came to this knowledge by being lucky enough
to be born very bright, having a huge amount of education and then
having the will and determination to apply myself for 10 years to
develop my CORPORATE STRATEGIST GENERAL THEORY OF SALES plus
BUSINESS KNOWLEDGE which I've been implementing for decades!
And of course the knowledge improves with the passing years.
Then let me tell you that my
greatest discovery was that people are very irrational. As such
there is no way to talk to them rationally so that they can
understand and buy. Now go and solve this problem. You'll
need at least 10 years and over 100 clients to create and polish the
Theory behind the result. And only if you are very bright.
obviously won't reveal my PROPRIETARY KNOWLEDGE in this web site.
It is only for my few clients
to enjoy while they take market share from their competitors.
But I'll tell you a few things
that I discovered through all the years of creating this. The
rest of the world has it backwards which is why my Theory and
methodology work and theirs don't.
1. There is no close.
2. The sale is made in 45
seconds. Forget about making friends!
3. The customers are totally irrational.
4. There is no rejection pain.
5. The presentation is
extremely precise! Change 2 words in 45 seconds and you'll see
your Predictability go to zero!
6. And on and on.
There's more Theory, lots more!
And the only way you'll get
advantage against your competitors
is for me to implement my PROPRIETARY KNOWLEDGE in your business.
PROPRIETARY KNOWLEDGE works!
You can get a glimpse of this
in the 17 turnaround cases verified by the Northridge California
Chamber of Commerce in this web site.
else struggles in their business because they have wrong knowledge!
Isn't that obvious? Or
am I the only person that thinks this is obvious.
If you try to do something and
it does not work then your knowledge as to how to do that is
wrong! Isn't that obvious? Everyone else read a book and
thought it was true so they're out there trying to 'close' a sale and
are hoping for a 'closer'. The author of the book does not have
to do it over 100 times and make a living at it. All the author
has to do is write the book and sell the book and better yet make it
seem easy. The reality is that it isn't easy, not even for me
after all these years!
the businesses with the wrong knowledge have a Predictable Sales
Result of at least 30% or better of all presentations as you can see
in my 17 verified turnaround cases.
And no one has done it in way
over 100 companies of all kinds, of all sizes and all over the
country and Canada, just working on the phone and never seeing the client.
So let us begin.
What I call a SALES ENGINE
is a Sales Process that yields a Predictable Sales Close Ratio.
Only if you
have scripted presentation that generates a Predictable Sales Close
Ratio do you know that you have a Sales Engine that can TAKE MARKET
SHARE away from your competitors.
If you don't have that and
are depending on your 'closers' then you'll have no power in the
marketplace. Do you understand?
actually even worse than that.
independent sales reps, saying whatever comes to mind, will totally
destroy any hope for your company to have a marketing position that
can take market share from your competitors. Explaining this
will take too long here but I will explain it to you if we work together.
the SALES ENGINE.
I call it a SALES ENGINE
because it's like an engine in a race car. Without it you'll go nowhere.
And like a normal engine, you
build it first before you put it in the car and make it propel the car.
You work hard because you have
no SALES ENGINE in your vehicle (your business). So you're out
there pushing the vehicle instead of sitting comfortably in the
vehicle (your business) moving forward and beating the competition.
is not enough.
has to be SYNCHRONIZED with the Frame and Gauges in the car.
is the operating system in your company that holds the company together.
Whatever Frame you currently
have will not hold your company together when the strong engine comes alive.
If you're going from $ ZERO
NET per month to $30,000 NET/month in 24 months just imagine what
this means to your Gross Sales/month. Whatever
systems you currently have and whatever people you have will be
That's why a business doing $400,000 Gross Sales/year will destroy
itself at $800,000 Gross Sales/year. I've seen this over and
over again. I'll discuss the Frame later.
GAUGES are the financial controls in your company.
You need to be able to look at
5 gauges and determine that your company is doing well even if you
don't have time to look at your accounting. Whatever
Gauges you have today are hopelessly inadequate for your future.
I'll discuss this later.
So back to the SALES ENGINE.
is where we need to sweat blood.
You and I will think until our
head hurts. You will look at me like I'm totally mad simply
because you have never gone through this process before. But
you'll be very happy when you get through all this and make a lot of money.
not tell you how I do this here because it is PROPRIETARY KNOWLEDGE.
But the bottom line is, while
I am going to make you think, I
will decide and create the process because I have the knowledge,
and decades of experience!
If you could do it, you would have done it long ago. I'm
sorry if this hurts your ego. You'll have to choose between
your ego or a lot of money.
And when the SALES ENGINE
starts to yield a predictable sales close ratio using a process , my
question to you will be 'how rich do you want to be'?
you make will only be dependent on your willingness to do the process
as often as you want!
And of course, eventually have
your sales people do the process. And although most business
people tell me that they want to be rich, when the money starts
gushing in, as it will, most business people stop at the level of
their comfort. Hopefully not you.
I'm building for you is a model of a successful business in your industry.
It's like the first McDonald's
or first Subway or first Jiffy Lube.
It's a working model of a
business that works in your industry.
is what this model is worth!
Once it generates $30,000
NET/month you only need to replicate it 5 more times to get to
$2,000,000 NET/year. And when you do, it may be possible to go
public at 30 times NET for $60 Million. So do you see the
importance of the model I will be building for you?
Even if you don't want to get
that far, you can easily get to $1,000,000 NET PROFIT/year!
With adequate margins, when you are doing $30,000 NET/month and we
have structured your business to maximize your business to maximize
variable costs and minimize fixed costs then you're almost
there! Odds are, by doubling your sales you'll get to $80,000
NET/month which is $1,000,000 NET/year. And that will give you
a lifestyle you never experienced before!
business owners have a hard time just accepting $30,000 NET/month.
Even when they have it they
won't go further and some even go backwards to a more comfortable
lower level. It has everything to do with how they view
It is not my purpose here to
reveal the PROPRIETARY KNOWLEDGE that I use to create this CUSTOM
SALES ENGINE but only to give you an idea of what we are going to build.
when we work together you will have to learn the Theory and practice
so that you can continue to use the CUSTOM
and not destroy it!
And don't forget that this
is not enough.
We still have to work on the
FRAME and GAUGES and make them get into sync with the SALES
ENGINE. If we don't the SALES ENGINE will tear up the company
just as a big engine will make a car crash that's not built to take