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Mike Hourigan, CSP
I got my first order in a hotel lobby in Lubbock Texas. One of my prospects walked by and I asked “how are you doing?” he replied “buying and selling” My response, ‘buying?” He said “Maybe, what is your price on half a truck load?” and I told him. He said “ok.” I said “If you buy a truckload the freight is included.” He said “What the heck ship a truck,” gently grabbed his wife’s elbow and was off. No purchase order, no request for quote, just ship me $15,000 of material. No one was more flabbergasted than my sales manager when I placed the order. He wanted to know what objections the client had and how I closed him. I really didn’t know how to answer him because it just seemed to happen.
In my sales career I have sold sound systems to rock stars, fiber-optics to rocket scientists and even spy technology to the government. I have made thousands of sales calls and worked hundreds of trade shows. I have hired and trained a national sales force for Olympus Corporation. I have hired engineers and tried to make salespeople out of them and I have hired novices and tried to turn them into salespeople. I have hired industry experts and “old pros” and made sales calls with all of them. I have attended all of the usual sales courses and have seen most of the sales speakers and even read Tim Connor’s best selling book, Soft Sell. I can define my personality style by 4 or 5 different personality typing programs. I know how to handle objections and probe for more information. I am familiar with all the standard closes from the Sir Walter Raleigh close to the warm puppy close. But, I never used most of them because I felt I was embarrassing myself and insulting the client. Never the less, I always surpassed my budgets and qualified for all the sales awards.
What always fascinated me about successful salespeople was that they were all so different. The one thing they seemed to have in common was that they never seemed to be selling but things got sold. Maybe there really were “natural salespeople”. By a natural salesperson I don’t mean the fast talking, back slapping person with the best jokes but the sales person who could insinuate themselves in a selling situation and know when it was right or wrong to do something. It was almost as if they had a sixth sense. Sales just seemed to close for these people in a natural way, as if some unexplained force was helping them.
Sales to me has always been a noble and worthy profession where talented and educated salespeople present worthwhile solutions to solve people’s problems. I also believe that selling someone something they do not need or want is a waste of time because they are going to return it anyway. When I discovered MasterStream, I suddenly realized someone had finally unlocked the secret that I have been looking for and it became clear to me that I accidently used MasterStream when I closed my first order!
What I especially like about the
MasterStream Method is that it can be added to any existing sales training program and can immediately affect your sales success.
So, please enjoy the book and embark a fabulous sales career.
Mike Hourigan
Tim Connor, CSP
After studying sales and sales techniques for over forty years and teaching
those same sales techniques to salespeople, I had come to the conclusion
that most sales trainers and authors just re-packaged time worn sales
techniques and practices. Some of these were worthy of my investigation
and understanding while others were borderline time wasters,
manipulative and invalidating.
Then I discovered MasterStream Method and my search ended. To use the words
unique, different, leading edge, contemporary, modern, distinctive or
masterful would all be selling this process short and doing it a disservice.
This technology is nothing short of magical and this was the exact word both
Mike and I used after a few hours in T's (that's the name he goes by)
presence.
The exciting journey that you are about to embark on will take you far
beyond anything you thought was necessary to achieve sales
success. It does not however replace what you have learned but augments it.
It does not oppose it, it adds to it and it does not contest it, it takes it
to the next level.
What you are about to experience will change the way you sell for the rest
of your life. But caution; it is not our intent to go up against the
current body of sales literature and practices (unless of course they were
never valid in the first place as ethical approaches) and to say to you,
"discard everything you have learned and replace it with the MasterStream Method.
All we ask is that you take the best of what you have learned and use and
blend it with MasterStream and discover the magic for yourself.
This book is a fictional story but it is so much more. It weaves into the
character's lives and experiences all of the major concepts and premises of
MasterStream so that when you have completed it you will be prepared to sell
more and sell it easier than you ever have thought possible.
We don't intend to imply that selling is easy, but it doesn't have to be as
difficult as some salespeople seem to make it.
Enjoy the journey and we guarantee that you too will use the word "Magic"
when you have completed this book.
Tim Connor
BUY SOLD SALES TRAINING BOOK
