I guess I'll be busy on Thursday, May 23rd until after 8pm.

-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.
>