fw : training i guess i ' ll be busy on thursday , may 23 rd until after 8 pm . - jim > - - - - - original message - - - - - > from : kent edwards > sent : thursday , march 21 , 2002 9 : 31 am > to : michael harkins ; alice edwards ; david mendoza ; eric osborn ; gary > brown ; greg baird ; jim lokay ; jim newman ; julie graham ; ken karr ; loretta > thompson ; mac mcguyre ; mike pigg ; steve mcilhenny ; whit coleman > subject : training > > > i have a man coming in on may 23 , 2002 . > > he will be spending a lot of time in the salvage side of the business to > help organize our thoughts and to help sort out our world a little better . > > he will be training sales and salvage people in a seminar fashion - ie > in a lecture mode and that will be running from about 5 : 00 pm until > about 8 : 00 pm that night . > > he is a leading writer and a leading consultant in the salvage business , > but > more important , he is an advocate of the " closer " = > > ie - i think he will make us better at controlling the conversation with > the > customer and then closing the sale . > > he is right that only about 20 - 25 % of our sales close in the industry . . . > that > we are so busy telling a customer that " we have one ( not selling ) - that > we forget that we are to close the sale " - > > he says that the minute price becomes an issue , that your chances of > closing > the deal drop by 50 % - > > he will bring ideas to the table for us to better sell the salvage parts - > and the > new parts and be more successful . > > i do expect each one of you to put on your calanders now the date of 23 > may and > expect to stay all the way until the end . delay your vacations , get a baby > sitter , > and be ready to learn . . . . i do expect all of you to be here . >