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Book Review "Ice Breakers" by Tom "Big Al" Schreiter
Tom "Big Al" Schreiter
I Just Found Out.........................
Sit down at the dinner table at your next family get together during the holidays, and sometime during the meal just say "I Just Found Out................" then don't say anything else, Tom says this will just drive people crazy (or they will theink you are crazy.)
But here are some examples of how you might use this statement as an icebreaker if you are selling, let's say new BMWs for example, instead of walking up to a prospective customer and saying "May I help you?" (which, by the way is the WORST icebreaker any salesman can use), try saying "I just found out that today only you can get 0% financing on this car for 6 years." OK, I don't know what particular incentives any car dealer might have going at any particular time, but you could also say "I'm just curious, would it be OK if I could give you 0% financing on this car for 6 years with no money down and no payments for the next 6 months?"
Maybe if you were an appliance salesperson, you might say to a potential prospect who is looking at wall ovens, "I just found out that you can get this super-duper superior all-in-one does everything but wash the dishes wall oven for 50% less than this cheapy junkity junk model that you are looking it." Or, you might say, "I'm just curious, would it be ok if I could get the super-duper superior all-in-one does everything but wash the dishes wall overn for 50% less than the junkity junk cheapy wall oven that you are looking at (that only pays 3% commission whereas the other one pays 10% commission....don't ntell her this part) and would it be ok if I can get you 0% financing until Hell freezer over with no down payment?" Ok, maybe slightly overboard there, but you get the general idea.
If you are a pastor, you might say "I just found out that this week God isn't letting anybody in to Heaven that is wearing tube socks." Obviously, not true, but should get your congregations attention. Hopefully, everybody in your congregation isn't wearing tube socks on that Sunday.
Six Months Paid Vacation Twice Each Year Plus a New Free Car Every Three Years
If you read that job description, or someone told you that they teach business skills that will help you develop that type of life, who wouldn't have head their curiosity piqued? What Tom "Big Al" Schreiter's book teaches is that the human mind has certain triggers that will illicit certain responses. No matter what kind of business you are in that requires you to talk to other people, there are certain responses that you are going to want from other people that are desirable and hopefully beneficial to both parties of the conversation.
In order to trigger interest, we must do, show, or say something to our prospect that is unique enough that it won't be something they've heard from all those annoying salesman that call on the telephone at dinnertime what it is most inconvenient. Tom's book teaches many opening lines that we can use as "Ice Breakers" or better yet to slightly modify so we make them our own.
"I'm Just Curious, Would it be OK if You Look as Young as Your Adult Children?"
What woman doesn't want to look as young as her daughter, or what's even better is to look younger than her daughter. That's great for mom, not so great for the daughter. Ever seen a mom out with her daughter and mom was hot and daughter was not. Of course you have, and naturally a lot of it has to do with genetics, but it also has to do with skin care. If mom knows some of the better skin care secrets, even if genetics is out the window, mom might look better than her daughter.
The point is that it is a question that will illicit a positive response. It's like saying "I'm just curious, would it be ok if................? Which Tom says, not matter what the rest of the question is, the answer will almost always be "yes" if it's something reasonable and something that will benefit the prospect.
"I'm just curious, would it be OK if you could treat your eczema with a natural product that has been clinically proven to be more effective than the leading dermatologist recommended brand?" What person who has, or has a child who has, eczema is not going to want to know more? Or, "I'm just curious, would it be OK if you could get all of the toxic chemicals out of your home cleaning closet that your children could be damaged by?" What parent doesn't want their children to be safe in their home? (OK, there are SOME, but they are idiots). The point is that psychologically, any question that starts with those well-chosen words will get a prospect to want to know more about what you have to offer.
Would It Be OK If........?
Here is your first challenge..............Think two thoughts simultaneously. Couldn't do it, could you? Your brain can DO to things at the same time, but it can't THINK about two things at the same time. Try to tie your right show with your left hand and your left shoe with your right hand both at the same time. Maybe, if your like me, just mono-tasking is a challenge..ie some days I just have trouble doing one thing at the same time. OK, all seriousness aside..........................exactly who is this book going to benefit. Actually, it will benefit anybody, because if you don''t have your own business, you and I both know that you want to, and you and I pretty much both know that your goal in life is not to make less money, so if you want to make more money, you should read this book.
It doesn't really matter what business or profession you are in, this book can benefit you, if not financially, it can benefit you in other ways. For example, when you have your next pprd (that's your annual job review), when you boss asks what your goals for the future are, you can tell him or her, "to earn twice as much money is you and to have 6 months paid vacation twice each year" OK, maybe that's not such a great thing to say to your boss, but when the CEO of your company asks you how things are going, you can say "Great, I just found out how to get a new car every 3 years for FREE." Maybe he'll ask you how, and then you can explain to him (of course, first you would have to know how yourself).
Now that you know how to generate the interest, and people will start asking you "how," all you need to do is get them to see what you have to offer, so you can lead them to your website, or a SlideShare Presentation, Skype Call and Share your desktop, or AnyMeeting or something similar. If they are a captive audience, such as in a car dealership or appliance store, all you have to do now is lead them into a test drive or a demo. All of these people are already sold on what you have to offer, they just don't know that you knew before they knew that they were sold on your offer.
I'm Just Curious, Would It Be OK If I Ask You
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Since you were a small child, everything you learned, you learned because someone taught it to you. Somethings, you didn't have to learn, like how to breath or how to make #2 in your diaper, or how to make your heart beat, but nearly everything else someone, somewhere along your life path taught you. But, it is said that if you do something over and over again enough times, eventually it will become natural, and you'll do it without thinking about it, almost like breathing.
Tom "Big Al" Shreiter's techniques that are taught in the book "Ice Breakers" are simple enough, and easy enough to implement (I have already done this to prove it to myself), that nearly anybody can make it a part of the ir daily routines. In this day and age, you don't even need to be face-to-face with your prospect, sometimes just making a post in the right group on Facebook can get you an overwhelming number of prospects in a very short amount of time. Of course, Facebook isn't the only game in town either, there's always Twitter and LinkedIn too.
The point is, that no matter what your business, you already have an unlimited number of pre-sold prospects at your disposal. So much so, that after a few weeks of implementing Tom's methods, you should have more people to talk to than you have time for..............and that's a great place to be.
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