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The Folks Bond Religion Sales Manual, Ch 1, "Qualifying"
by Arthur H.
29 November 2003
Chapter 1
"Qualifying" the Prospect
White Man. "The Folks Bond Religion Sales Manual" is right here. Here's
Chapter 1, the most important chapter first.
"QUALIFYING" -- You ask the right questions. Then you shut up? LISTEN!
Ask more of the right questions. Then shut up? LISTEN!
Ask 5%. Shut up. Listen 95%.
Let 'em talk. People love to talk about themselves. Your job is to listen.
Ask ALL the questions. Don't leave any out. If you leave one out, it will
come back to haunt you. Might very well cost you the SALE.
These questions constitute "qualifying the prospect/client".
If you do the "qualifying" right, you will spend all your time selling the
prospects for which the Great White Gene Pool pays the highest commission
and you will turn almost every prospect you decide to sell into a SALE.
Every prospect has a different value to YOU - THE "PROFESSIONAL" ESTEEMED
BENEVOLENT SALESMAN FOR THE FOLKS BOND RELIGION.
Every prospect is different and must be sold in a different manner. Thatz
why you "qualify" them.
TWO LEVELS OF QUALIFYING:
1) The first level - "GENETIC CAPABILITY" QUALIFYING: Time is valuable. The
Great White Gene Pool wants you to concentrate your efforts on selling the
best clients, the clients from which the Great White Gene Pool will derive
the most benefit -- genetically the richest, soundest and most prolific
clients -- the "genetically most qualified clients". A symbolic business
analogy goes something like this: The Great White Gene Pool pays top
commission for selling a 24-year-old electrician with a 20 year-old wife and
2 children -- it pays a 10 unit commission -- two units for the man, two units
for his wife, two units for their being married and of family-making age,
and two units for each of the two children -- again, a total commission of 10
units, likely to go to 14 or 18 units in a few years. This is a real
valuable sale. A single male with intelligence and leadership qualities pays
2 units, maybe up to 3 or 4 or even 5, if he becomes a top SALESMAN. A
single genetically healthy fertile female from 16 to 26 (ideal family-making
age) pays 2 or 3 units, maybe even 4 or 5 at age 18. A 40 year-old
childless, feminist female pays 1/4 unit, but the SALESMAN who sells her
gets "The Salesman of the Week Award". All the salesman has is his TIME. He
must spend it selling the prospects the Great White Gene Pool most needs.
2) The second level - "SALES QUALIFYING": Once you have
picked -- "qualified" -- the high-commission "GENETICALLY CAPABLE" prospect you
want to sell, you go to level two. Level two: You "SALES QUALIFY" this
prospect -- you ask him questions whose answers tell you the best and most
direct and maybe the only way you will sell him. Listen enough and every
prospect will tell you exactly how to sell him. Though there are
similarities in selling all prospects, every prospect is different and must
be sold differently. DOING "SALES QUALIFYING" IS THE SINGLE MOST IMPORTANT
ELEMENT OF CONCLUDING THE SALE. NEVER FORGET THIS! DO IT RIGHT.
THE MOST IMPORTANT FACT YOU WILL EVER LEARN ABOUT SALES IS: "SALES QUALIFY"
YOUR PROSPECT THOROUGHLY AND YOU WILL MOST LIKELY CONCLUDE THE SALE.
When you ask qualifying questions, write all the answers down IMMEDIATELY on
your "QUALIFYING CARD". You think you will remember, but you won't, and you
will mix information on different clients and look like a fool. Again, WRITE
IT ALL DOWN, or you lose the SALE.
If you are a new SALESMAN, like most here, ask all the questions below by
rote, mechanically, don't worry about being "smooth", worry about getting
ALL the questions answered.
Make a "Qualifier Card" on each and every prospect. 8.5" by 11" both
sides -- keep it in your Prospect Notebook. Write down the prospect's answer
to each and every qualifying question on this "Qualifier Card". Add an extra
page when you run out of space. This "Qualifying Card" is GOLD. Don't lose
it, keep it up to date. Write everything down. Save it. Or, you will lose
the SALE.
Review your "Qualifying Cards" daily to consider client follow-up.
The "qualifying" questions on your 8.5" by 11" "Qualifying Card" are:
Prospect's Name:
Age:
Wife's name:
Age:
Number of Children:
Children's ages:
Address:
Employer/Work:
Income:
Work phone:
Home phone:
How old are you?
Where do you work?
Does the wife work?
Nation of origin?
Where were you born?
What is your religion?
Church member?
Where did you go to school?
Member of any organizations/clubs?
Political affiliation?
Favorite politician?
Where do your parents live?
How long have you been in this neighborhood?
Do you like this neighborhood?
Why did you choose this neighborhood?
Would you move here again?
What could be done to improve it?
Do you prefer a homogeneous or a diverse neighborhood?
What do you think of the schools? Any complaints?
Who are your best friends?
Your job. Your workplace. Any complaints?
You biggest challenges/problems?
The main threats to your overall happiness?
Your biggest source of satisfaction?
Interests, hobbies?
What would be the perfect family?
The perfect community?
What would be the perfect government?
What would be your dream Homeland?
What are the main two things you would most like to see changed in America?
In what kind of world do you want your children to live?
What do see as the greatest challenges to your children as they grow up?
What kind of man do you want your daughter to marry?
What kind of job do you want your son to have?
Do you have an opinion on immigration policies?
What kind of people do you like to be around?
What do people of Euro descent have in common?
Where do you hope to be with your life in 5 years? 25 years?
What do you think America will look like when your children are grown?
What do you think can be done to make a better world for yourself and your
children?
Would you like for your family to be part of a secure, safe, wholesome and
protective community where their highest aspirations can be realized?
(For single people adjust the questions on children and family with "if" and
"would" so they fit.)
Now the final question (The answer to this question will reveal the biggest
objection you will need to overcome to conclude your sale. Listen close.).
THE FINAL "COMMITMENT QUESTION": If I show you a new concept/religion based
on Reality and Nature with which you agree in principle and which you
believe will better your life and the life of your whole family, are you
ready to accept it today?
Results and details of First Meeting.
Follow up:
Second Meeting details.
Follow up:
Referrals from SOLD CLIENT:
1)
2)
3)
4)
DATE THE "SOLD CLIENT" STARTS HIS SALESMAN TRAINING PROGRAM:
___________________________________________
You ain't a White Man til you have sold something.
You are to the Great White Gene Pool God what and how much you sell (and
procreate).
WHITE MAN.
WHO DID YOU SELL TODAY?
(Chapter 2. "Prospecting." Coming soon.)
ARTHUR H.
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