Update: I'm back from San Francisco. My chiropractor in Marin County cracked my neck and now I'm able to consistently get to sleep like most normal people. First time in years. There were other issues with my neck so he ordered an MRI. Thank God for good practitioners.

Feature Article: Unfair Sales Technique

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Doug Kinnear, a Toastmasters area governor was concerned that one of his clubs was hanging by a thread. There are only two faithful members in that once vibrant group. Which poses a huge question about the club's status.

He believes there aren't enough people who know about the club. He proposes ads and flyers to boost awareness. Maybe even a four-week introductory workshop.

This club was very strong at one time because the host facility's employer made it a mandatory requirement for its employees to join. It is no longer a requirement—so membership took a dive.

Here's the challenge:

1) Employees are comfortable with routines. What would encourage them to give up a lunch hour once a week to join that club?

2) People generally steer clear of public speaking. They would rather pass up a promotion that requires making presentations than to speak in front of any group.

3) If there is no fear of job loss, people prefer to remain stagnant. What would get them wanting to improve themselves?

Awareness of the club is a great start. But you'd also want committed members who want to improve their skills and abilities. That's the big challenge for Doug.

Unfair Sales Technique

Dear Associate,

"Give me a dollar," suggested Miss Mary as she smiled into the eyes of unsuspecting customers. "It's for a great cause. So give me a dollar."

One-by-one, the victims haplessly and helplessly gave in. No arguing. No haggling. And no excuses.

Why?

Because everyone likes Miss Mary. She's the forty-something year-old morning 7-11 clerk on Carmel Mountain Road. Her tough southern upbringing and fearless, direct approach made her a natural at getting people to contribute to her cause.

She was raising funds for breast cancer research through the American Cancer Society. When you donate, you get to proclaim your name on a pink, ribboned-shaped card which gets posted on the inside windowsill of the store. Her enthusiasm to help stems from knowing numerous friends with the dreaded disease.

But why was she getting such record-setting results?

It was hard for customers to say "no" to Miss Mary. Especially if you were a regular. She had this way about her that people liked. She was upbeat, personable and giving. Besides, you had to face her at the counter before leaving the store.

What else?

She could talk sense to you without batting an eye. She didn't waste time with niceties. She got right to the point when she spoke with you.

Neighborhood professionals, police officers, school kids, busy housewives, day laborers, the owners of the 7-11, even the down-and-out all found a way to scrounge up a dollar or more for the cause. I've never seen anything like it.

"You men like breasts—so give me a dollar," she humored.

Miss Mary didn't use any techniques they teach in sales training. Her powerful method for getting so many donations was just being herself. If she used NLP, mirroring or modeling, or manipulating you to repeat "yes"—she would have failed miserably. People would have sensed her insincerity.

She was effective because she was real with people. And she engaged them. She sold out over 95% of the 500 cards in less than two shifts. She's quite good.

The ones who wouldn't donate pretended they were really hard up or they didn't understand English. She could tell which ones weren't reliable with their answers. She didn't waste any energy working on those people. There were more than enough people who would say yes.

Remember the story of the sower who sowed seeds that fell on different grounds? Some seeds fell on the wayside, some upon stony places, some among thorns and some on good ground. The seeds that fell on good ground bore fruit.

You are that sower. You can bear thirty, sixty or a hundred fold of good results if you continue sowing. Just like Miss Mary.

Warm regards,