Hathaway Publishing
“Let The Fun Begin”
I have always been told that I was a natural born salesman. But the truth is, I never wanted to go into sales.
While in college I majoring in English literature, and had read the book, “Death Of A Salesman” by Willy Lomax.
It wasn’t until I worked for a national company called Hathaway, specializing in marketing, which is a euphemism for selling, that I learned that in reality, everyone, in form or another is in sales.
In a law or accounting firm he is called the “rainmaker”.
He has the large corner office. He is dressed in a custom made suite, his nails are manicured, his shoes are shined.
When a new client walks in the door, he is shown into the rainmakers office.
The rainmaker listens to the clients problem. He then calls in his associate.
The associate has an office the size of a closet. He is given the file to work on.
The rainmaker signs up the client, collects his check and then takes the client to lunch.
It was here with Hathaway that I learned the art of Closing.
My week followed a very strict routine.
Sunday morning I would leave at 5am, travel to where the bank was located, spend four hours canvassing and take notes of all stores and businesses within a five mile radius of the bank. I would then research the phone numbers.
Monday morning I showed up at the bank and introduced myself to the bank manager, who was expecting me.
The bank would provide me with an office, a desk and a telephone.
Within three and a half days (I would
Stop working Thursday afternoon in order to travel back home. I didn’t want to take the chance of having my car break down and be stuck on the road for shabbos.) I would make 300 telephone cold calls and go on eight to fourteen scheduled appointments per day!
I had one of the highest closing rates, selling the most full page ads and held the record for the most Sold sold within a week!
I was very good at getting appointments with important clients.
Many a time, a branch manager would say to me “how did you get an appointment to see this attorney? I’ve been here for three years and have been unable to get an appointment with him! Can I please go with you on your appointment and would you please introduce me?”
I soon became a regional manager, hiring and training other salesmen.
Every salesman I trained made more money I his first week than the national average within the company!
My goal, as a regional manger was to train my salespeople to make serious money!
Basically, I was investing my time to train them. If they didn’t make money, I would have to advertise, interview and train new salesmen.
I was given the state of florida, then three states, then seven and then eleven states.
Everything I know about closing, I learned while working for Hathaway. I am forever grateful to Marvin Heichman, the owner and my first trainer. To Hal Levin, who I never actually met but besides being the top closer in the company, until I beat him, taught me two very important concepts: 1. Just before going into a presentation, visualize the client buying a Full Page ad. 2. Think of oneself, not as a salesman, but that of a Story Teller.
You see, everyone hates a salesman. A salesman is always trying to sell you something you don’t want!
On the other hand, everyone loves a story teller.
So now with you permission, allow me to tell you a story……..
No Responses to “Hathaway Publishing”