This is not for the feint of heart. It's not pretty (even if you are into that sort of thing).
Rob was threatening to "out" me about my frequent visits to nakedinsurancebabes.com so I had to stop him.
Since he threatened to expose me, I am returning the favor.
No, I don't have naked pictures of Rob (other than those where he is leering at Chump's camels). Even if I did have pictures, Rob doesn't have enough money to buy me off.
Truth is, the only training he has done is with seals and I don't mean the presidential kind.
I did get a copy of his book (Sell it like it is) and have reviewed it. Looks like he stole everything others have posted on the forum and taken credit.
What a guy!
Seriously, the book is 101 pages of information that can be useful to anyone in sales. Broken up into 55 short chapters with big print, you can cruise thru the book in less than 30 minutes.
If you are new to sales, or this business, you will probably want to take longer. I suggest you get a yellow highlighter to mark the spots where you want to read again.
Only one problem.
The book is so large it will screw up your print spooler so you have to highlight your monitor.
Just make sure you use water soluble markers.
Major flaw as far as I am concerned. I have real books and eBooks and like to highlight for future reference. With eBooks I usually print a few pages and highlight them.
Can't do that with Rob's book. It really does clog your spooler. I couldn't print for 2 days until I figured out how to clear the spooler.
Some of it is pretty straight forward, such as Chapter 2 on Risk & Reward. Even old pro's need to remember the way to the sale is to make the transaction risk free (or as close to that as possible).
I did like his suggested script for leaving a message. Here is a teaser . . .
"Hi, this is Goomba Soprano.
Ifa you paying too much for protection, I can help.
Call me back before something bad happens, God forbid."
He swears it works.
He also has other ways to get your prospects attention including email. His Viagra pitch is a real gem.
Skipping ahead to Chapter 8, he introduces the concept of value vs. price.
Another classic line from the Robster . . .
"Ifa you value your health you will buy from me."
On page 22 he introduces a term I hadn't heard in years. The button up.
Whether you close in one call or let folks have some time to mull it over, he reminds you to set the stage for the next contact. Many of us use newsletters as a way of keeping our name fresh on our prospects (and clients) mind.
Rob tells us to create an expectation of something grand coming in the form of a newsletter.
Objections, assuming the sale, enhanced value with freebies" is all covered in his book.
One thing he says that I rarely see mentioned in other sales books is customer service. He echo's what I have seen for years in that, the most successful agents are those who are service oriented.
A good friend of mine refers to having a servants heart.
This is off track, but if you want to learn about TRUE customer service, read
the Nordstrom Way.
Even though this book is primarily about retail sales, it gives you some insight into how Nordstrom grew from a small, 10 foot wide shoe store in the northwest to a national chain. If you have ever shopped at Nordstrom you will have several "aha" moments as you read the book.
The only downside is, don't let your wife see you reading it. Otherwise she will do what mine does and make me take her to Nordstrom.
Another book (and movie) that is mentioned in Rob's book is the Bill Porter story.
Bill is a legend in the annals of Watkins products. Hollywood made a movie (Door to Door) that should be required for everyone in sales. If Bill Porter can succeed selling vanilla door to door then no one else has any excuses for failure.
Did I mention Bill has cerebral palsy?
Great story.
I've done enough damage here. I am sure Rob will have a rebuttal.
If you want to check out his book,
here is a link.
And he has promised to give me a cut off every sale . . .
Rob Liano Bares All
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