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Best Sales Pitch . . .JLC Live

fingers | Posted in Business on March 25, 2008 07:59am

Going to the JLC show this weekend. I just love sales people that can give a lively, funny, entertaining sales pitch.

I’m thinking of the Little Giant demonstration guy, or the Bad Dog tools guy drilling into brick, block, brake rotors, or files just as fast as he talks.  Another good one is when they had that high platform set up and they invited people to come up and drop Bosch cordless drills from as high as they could hold them down onto the concrete floor.  (I think Convention center management put a stop to that cause the demonstration was digging up the floor.)

Who’s your favorite? The Collins Coping Foot guy?  Little Giant?  Bad Dog tools? Any others? 

 I’m not talking best tools or equipment, just best sales pitch.

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  1. FHB Editor
    JFink | Mar 25, 2008 08:23pm | #1

    boy - you should see some of the other trade shows besides JLC live, they get even crazier!

    I've sat next to a sumo wrestler on a bench held up by "Sumo" duct tape, watched people ride bulls, drive nails, throw drills, and I can't remember what else.

    I think the best one I ever saw was at the Bostitch booth where they had a giant machine that simulated the pressure of a hurricane and you could watch a sheet of plywood over studs bowing and bending and stretching until the nails finally failed. They were pushing their Sheather Plus Nails, which I believe are now called Hurriquake Nails. Very awesome stuff.

     

    Justin Fink - FHB Editorial

    1. FHB Editor
      JFink | Mar 25, 2008 08:24pm | #2

      By the way, hope to see some of you guys at the show this friday.Justin Fink - FHB Editorial

      1. User avater
        EricPaulson | Mar 25, 2008 09:46pm | #6

        Justin,

        You doing lunch with us?

        Noon at Angelo's.[email protected]

         

         

         

         

        1. MikeSmith | Mar 25, 2008 10:08pm | #8

          hey.... gimme a call at the office... we gotta get our stories straight !Mike Smith Rhode Island : Design / Build / Repair / Restore

        2. FHB Editor
          JFink | Mar 25, 2008 10:08pm | #9

          Who's "us"? I'll try my best to stop by.Justin Fink - FHB Editorial

          1. User avater
            EricPaulson | Mar 25, 2008 11:02pm | #10

            The usual suspects..........I know M Smith and PBinCT will be there.........can't recall who else. FNBe(n)thayer?

            It's a tradition I hear, my third year now. Wait'll ya try the meatballs![email protected]

             

             

             

             

          2. FHB Editor
            JFink | Mar 25, 2008 11:06pm | #11

            I do have a hard time passing up italian food...Justin Fink - FHB Editorial

          3. User avater
            EricPaulson | Mar 25, 2008 11:11pm | #13

            Well then come along...........we'll be sure to give you a collective 'BiteMe" ;)[email protected]

             

             

             

             

          4. User avater
            EricPaulson | Mar 25, 2008 11:07pm | #12

            http://forums.taunton.com/tp-breaktime/messages?msg=98738.1

            I seem to recall Diesepig saying he'll be there and SQUASH too from the thread.

            Looks like it might be JLC "lite" this year.

            We had a good crowd last year.[email protected]

             

             

             

             

          5. User avater
            PaulBinCT | Mar 27, 2008 12:55pm | #17

            I'll be looking for you, "Spidey"... Steve "Fat Roman" is expected at my place this evening and he, Mike (my helper) and I will be getting there early Friday.PaulB

             

  2. frenchy | Mar 25, 2008 08:36pm | #3

    fingers,

      You have no idea of just how hard that is to do.. When I work shows I always feel like I've been run over by a semi afterwards.. especially if they are a week long or longer.. staying up and energenic.. being positive enough and strong enough to over come a thousand negative and supicous customers? 

      The great ones pay a giant price.. each in their own way..

     ps. to look good there is always a ton of prep work involved.. You don't just walk up and start to flap your jaws.

    1. fingers | Mar 25, 2008 09:21pm | #4

      I can believe that you'd feel pretty whipped by the end of the day, especially if the product you're demonstrating takes some muscle to throw around e.g. a Little Giant Ladder.

      But even just being on your feet all day talking to customers would get tiring.

    2. bobbys | Mar 25, 2008 09:33pm | #5

      its easier to roof then work a home show for me.

      1. User avater
        BossHog | Mar 25, 2008 10:01pm | #7

        I've done a few home shows - They certainly can be tiring, and you're hoarse at the end of the day.I always wanted to set up a big display with some floor trusses in it, and park a pickup truck on top of the floor trusses. But I never could get a truss plant owner to go for the idea..You also never know what kind of people you're gonna get. I was working one along with another guy, when an older gentleman walked into the booth. I was busy, so he went over to the other guy and said:"I could kill you if I wanted to".(The guy must have been 70 years old, and was pretty puny. The guy I was working with was about 25 and was in pretty good shape. So it was pretty ridiculous.)The guy I was working with didn't quote know what to say. So the old guy felt compelled to say a little more:"I could kill you anytime I felt like it. You don't believe me, do you?"The other guy said "Well..................I don't know".The old guy stepped in a little closer and said something about offering a demonstration, or something to that effect. (It's been a long time - Don't remember exactly)Eventually he got tired and wandered off..Another time I got to meet one of the employees of one of our bigger customers, and it was quite an eye opener.I had talked to this lady on the phone for several years, but had never met her. (They don't let me out of the office much) When I found out her employer had a booth at the same show that we did, we compared show times and found out that we would be there the same day. So I told her I would make a trip over to meet her when it was slow.Keep in mind that I didn't have the faintest clue what she looked like - Only a rough idea of her age.When I walked up to their booth it didn't take me long to figure out that she was attractive and had a pretty impressive rack on her. When I got closer I saw that she had on a VERY low cut blouse, and appeared to be wearing a push up bra.When I got close enough to introduce myself, it became pretty obvious that she had a rather elaborate and colorful tattoo all over her cleavage. I had to stand there and introduce myself while trying to avoid admiring what she was so liberally showing off.I don't really know if I pulled it off, but I sure tried to be a gentleman....
        I'm not opinionated, I'm just always right.

    3. User avater
      loucarabasi | Mar 27, 2008 12:32pm | #16

      Hey frenchy, You would not approve of this!!! Last night I sold a kitchen job. I was tired when I got to the proposal, I was cranky all day working too. I did not have enough energy to haggle. They asked If there was any room for movement ( There was none). I said "not really this is all that you asked for and you may have to compromise to lower your numbers" Then I just blurted out " yes or no" Thats the part you would not like.

      They said yes, I left with a deposit! How did that get pulled off,

      -Lou

       

      1. frenchy | Mar 27, 2008 05:19pm | #19

        Lou, 

           Surprisingly that can work on occasion.. There is a book called shut up and sell which will explain why and when and how it works. I've used similar techinques  when the situation calls for it. It's really among the worst techniques in a salesman's arsenal of closes because it  leaves a bad taste in the buyers mouth.  There is plenty of room for buyers remorse and that can lead to all sorts of complications..

          Your first part was pretty decent  when dealing with price objection. However the yes or no part is where you risked offending and losing the deal even if they were willing to hire you at your price..

          I little more tactful way would be,

         I'm sorry you didn't leave me any room to negotiate when you asked for my best price, I'm afraid you'll have to compromise your plans if you need a lower number.  Do you want to go ahead as you asked for or do you really need it done more cheaply?

         The advantage of that approach is you still are in the drivers seat, if the number they want is too cheap you can pass. Which actually may not be a pass at all! the fact that you were willing to bow out indicates you are not desperate and they will be buying less than they want..  not that you will be doing it any cheaper..

            

          

        1. User avater
          loucarabasi | Mar 27, 2008 09:43pm | #20

          O great salesman, I was just tired and cranky!! That was why I handled it like that. I wasn't in the mood to haggle.

          -Lou

          1. frenchy | Mar 27, 2008 09:47pm | #21

            lou, 

               You're human.   we all are.  I'm sorry If I over thought your post..

  3. CAGIV | Mar 25, 2008 11:21pm | #14

    CH Hanson, or something similiar to that.

    Great looking woman in little clothing who causes me to buy a bunch of stuff I really didn't need

    Team Logo

    1. calvin | Mar 26, 2008 02:03am | #15

      CH Hanson-and the name Holly sticks in my mind.

      yowza!

      And Fastcaps lady was no slouch neither.

      Respectfully admiring their beauty, no sexism here.A Great Place for Information, Comraderie, and a Sucker Punch.

      Remodeling Contractor just outside the Glass City.

      http://www.quittintime.com/

       

  4. User avater
    dieselpig | Mar 27, 2008 03:54pm | #18

    Not a sales pitch, but I remember the first JLC-Live show I attended 5 or 6 years ago.  They had hammer throwing contests where you had to try to get the claw of your hammer to stick into a wall about 30' away.  It was a blast.  And they also had spike driving contests.  I'm guessing the insurance company must've caught up with them though cuz those contests haven't been around any more.  GD insurance companies are always spoiling the fun.

    BTW... my vote goes to Holly at the CH Hanson booth.  You all know the one... leggy blond in tight jeans and white oxford tied up in knot around her midriff.   She could be selling sh2t sandwiches and they'd be a line of goons waiting for a bite.

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