Tuesdays with Gindy CPC Century Points Club

Probably two  of my most prized possessions are my father’s CPC 3 and 4 year pins from National Cash Register (NCR).  CPC Stands for Century Points Club and was invented by John H. Patterson, the brains behind National Cash Register, but not its founder. Patterson bought controlling interest in the National Manufacturing Company and changed its name.

The CPC organization has been recognized around the world as the most elite selling organization in the world ever.  It was founded in 1906 and is still going strong today, according to the last accounts I have been able to locate.

Club members must qualify every year by averaging 100 points per month for all twelve months of the year.  In short, to make the CPC, salesmen must be the best of the best in selling.

I don’t know how many years my father was in the CPC, but the pin I have represents

three years.  As I understand it, my father was one of the top salesmen every year he was with National Cash Register and, for several years, he was the top salesman.

Papa Bruce was able to win several trips to places like Hawaii and Mexico.  He valued these prizes, not because he wanted to go to these places so much, but because it meant he was the best of the best. 

I learned a great deal about selling from my father.  I never made it as a salesman.  However, I later realized exactly why he was able to sell so well.  The big key to all of the sales was rapport. 

I had the privilege of seeing three very good salesmen work their trade.  One was my father, Papa Bruce.  One was my manager at the US Chamber of Commerce, Jim Manley, and one was a snake oil salesman for a cemetery I worked at.

All three were very good at getting sales.  I thought about it over the years and I realized something.   These salesmen never once talked about the product.

These men always started out asking the prospective customer about themselves.

Mr. Manley would always ask the prospect about how they got into the business.  He would tell them about how well they appeared to be doing and asked them more questions about themselves.

By the time they finished telling about themselves, they would ask Mr. Manley what it was he needed.  He would tell them we were on a membership drive and almost always we would leave with a sale.  It was that simple.

With my father, he would talk about the person and ask about their family.  They would tell them what they wanted and he would show it to them.  There was no high pressure.

Once our store sponsored a raffle for the local fire department, or maybe it was the rescue squad.  He wanted to make sure that they sold as many tickets as possible.

Customers would come in the store and he would say, “Give me a dollar.”  By this time he had such a good rapport with our customers that, without fail, they would reach in their pocket and hand him a dollar.  He would then give them the ticket book and tell them to fill out the ticket stub for a raffle ticket. 

Papa sold hundreds of tickets this way.

With the snake oil salesman at the cemetery, he talked about everything except the cemetery and then they would ask him about plots.  He would sell them things that they thought were one thing, but were really something else.  This was for a Fortune 500 Company.

I quit that company because I could not sell their way.

Our oldest daughter, Whitney will inherit the 3 year pin. Our youngest daughter Maeghan will inherit the 4 year CPC pin along with Papa’s Gallon pin he was awarded for giving a gallon of blood.  

During his life he gave at least ten gallons as for years he gave every time he was eligible. 

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Tuesdays With Gindy Bowling Man

My father used to tell stories of when he was working for National Cash Register.  This is one of those stories.

He called on a man who owned a large company of stores who was a prospect for buying cash registers from my father.

It turns out that the man had not been bowling in a while and really wanted to go bowling soon. My father agreed to take him bowling while they talked over the possible purchase of cash registers.

While they were bowling, the man partook of many beers which my father paid for.  The man became a little drunk and signed the largest order my father had ever had in his life.  



All my father had to do was mail that order and the man was obligated to purchase the cash registers. After all, he had a signed contract. This was the 1960’s and the fact that it was signed while intoxicated was not a matter the court would take up anyway.

Well, my father thought about it all that night.  The next morning, bright and early, he went to see the man at his office.

My father handed the man the contract and told him that he was legally obligated to purchase the cash registers but that he, my father, thought that it would be much better if they tore up that contract and started over.

Well, the man was very happy and tore up the contract. He and my father then sat down and negotiated a much smaller order.

My father lost on that sale, but for the rest of the time my father was with National Cash Register, he would get a purchase order in the mail for every single cash register ever purchased by that company and every paper product, ribbon, and other accessory related to any product that National Cash Register offered that the store needed.

Years later, that act of honesty paid off for my father in a way he did not expect.

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Please be advised that all the information in this course is provided to educate, enlighten, and broaden your views in life.  The information provided is not a substitute for medical, legal, dietary, financial/accounting, or religious professionals.

Always consult a professional before you act on any of the information you find in this course.  

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Disclaimer

The opinions or advice listed in this blog or website should be used as a place to start only. It is not a substitute for the use of a professional.

Please be sure to consult your attorney, accountant, and/or other professionals with any specific questions.

There is no one right answer to any business question that will cover all circumstances.

Tuesdays with Gindy The Contest

When I think of Papa, what stands out in my mind is that he could set his mind to do something and he would accomplish his goals.

He loved to sell.  When he worked for National Cash Register (NCR), he was always either the number one salesman or number two. 

Papa Bruce loved a contest.  He once told me that it did not matter if the prize was just a pint of pee-pee, he wanted to win it.

Several of the salesman decided that the only way they could ever win a contest against him was if he didn't know there was a contest.

They kept one contest a secret. On the very last day of the contest, the salesman who was in the lead taunted Papa. 

He told him there were only a few hours left and there was no way Papa could win.

As soon as Papa found out about it, he got on the phone and called around and got enough purchase orders called in to win that contest.  .

As I recall, the prize was a small portable color television.  The television sat on top of my parent’s chest of drawers in their bedroom for several years.

One of the people he called was the bowling man from another story.

He loved a challenge. In fact, challenges kept him going.  I think it was that adrenaline rush that he looked for.

I truly admire my father.  I look up to him and I have learned from him. He means all the world to me. And I love him.

Please Visit My Child Bride Suzanne's Blog

I respond to all approved comments on this blog, ideally within 24 hours.  Please check back here for a response to your comment.  Thank you!

Do you have a frugal recipe?  Please e-mail it to me.
Help us reach 1,000 YouTube subscribers. Please watch some of our videos. If you like them, please subscribe. Also, please share our YouTube information with your friends.  We thank you so much for all your help. 

McClendon Studios Presents: The Contest

McClendon Studios Presents:

The Contest

When I think of Papa, what stands out in my mind is that he could set his mind to do something and he would accomplish his goals.

He loved to sell.  When he worked for National Cash Register (NCR), he was

always either the number one salesman or number two. 

Papa Bruce loved a contest.  He once told me that it did not matter if the prize was just a pint of pee-pee, he wanted to win it.

Several of the salesman decided that the only way they could ever win a contest against him was if he didn't know there was a contest.

They kept one contest a secret. On the very last day of the contest, the salesman who was in the lead taunted Papa. He told him there were only a few hours left and there was no way Papa could win.

As soon as Papa found out about it, he got on the phone and called around and got enough purchase orders called in to win that contest.  .

As I recall, the prize was a small portable color television.  The television sat on top of my parent’s chest of drawers in their bedroom for several years.

One of the people he called was the bowling man from another story.

He loved a challenge. In fact, challenges kept him going.  I think it was that adrenaline rush that he looked for.

I truly admire my father.  I look up to him and I have learned from him. He means all the world to me. And I love him.

Visit My Child-Bride Suzanne’s Blog

Watch This on YouTube

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McClendon Studios Presents: Bowling Man

 

McClendon Studios Presents

Bowling Man

My father used to tell stories of when he was working for National Cash Register.  This is one of those stories.

He called on a man who owned a large company of stores who was a prospect for buying cash registers from my father.

It turns out that the man had not been bowling in a while and really wanted to go bowling soon. My father agreed to take him bowling while they talked over the possible purchase of cash registers.

While they were bowling, the man partook of many beers which my father paid for.  The man became a little drunk and signed the largest order my father had ever had in his life.  All my father had to do was mail that order and the man was obligated to purchase the cash registers. After all, he had a signed contract. This was the 1960’s and the fact that it was signed while intoxicated was not a matter the court would take up anyway.

Well, my father thought about it all that night.  The next morning, bright and early, he went to see the man at his office.

My father handed the man the contract and told him that he was legally obligated to purchase the cash registers but that he, my father, thought that it would be much better if they tore up that contract and started over.

Well, the man was very happy and tore up the contract. He and my father then sat down and negotiated a much smaller order.

My father lost on that sale, but for the rest of the time my father was with

National Cash Register, he would get a purchase order in the mail for every single cash register ever purchased by that company and every paper product, ribbon, and other accessory related to any product that National Cash Register offered that the store needed.

Years later, that act of honesty paid off for my father in a way he did not expect.

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Watch This On YouTube

Read My Child-Bride Suzanne's Blog

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McClendon Studios Presents: What You Sell Today Determines What Your Family Eats Tonight

What You Sell Today

Determines What Your Family Eats Tonight

My father worked for National Cash Register for many years. Most years he was the number one or number two salesman for the entire company. This did not mean that sales were always easy. It simply means that he worked hard at it.

One day he had worked all day going from store to store, business to business talking to people about purchasing National Cash Registers. So far that day he had not found anyone to buy from him. He was tired and ready to go home.

He pulled into a store parking lot and thought about going home. He flipped down the car sun visor where he had a picture of my mother, my sister, my brother and me under which he had written, “What you sell today determines what your family eats tonight.”  After looking at that photo he decided to make just one more call.  He walked into a Winn Dixie grocery store. He found the manager who was talking with another gentleman and he asked if he could talk to the manger. My father proceeded to give a presentation about what National Cash Register could do for Winn Dixie.

As it turns out the man with the manager was the president of Winn Dixie. The president authorized what was then the largest purchase in the history of National Cash Register.

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Yak, Yak, Yak, A book about Public Speaking

Yak! Yak! Yak!

By

Ira Hayes

I would love to give this book five stars.  In fact, I looked forward to reading this book because it was published by the NCR Corporation. 

My father and uncle both worked for NCR in the 1960s and early 1970s.  Both my father and my Uncle Carl were members of the CPC, which is an organization of the top 100 salesmen at NCR.

It is possible that my father knew the author, Ira Hayes.  Giving this book a bad review is very much like showing disrespect to a family member.  It is something that just is not done.

However, the best I can give this book is two stars. I would have to say that the second star is given primarily because I could not bring myself to insult the NCR Corporation by completely discounting their book.

The book is meant to be a guide to aid those who wish to learn the art of public speaking to become outstanding public speakers.  Mr. Hayes tells his readers to make it interesting, use props or visual aids, and know what they are talking about.

The author gives several rules that one must always comply with and he goes on to break all the rules he gives.  The most important of these rules is not to tell “off color" jokes.  Mr. Hayes lists a section of jokes and many of them would be “off color” by today’s standards, and most certainly would have been by the standards of 1976, when the book was written.

Mr. Hayes instructs his readers to know what they are talking about. As a professional speaker wishing to educate potential professional speakers, it would seem wise to teach readers the proper terms for equipment that we would use.  

Any person who needed to communicate with a sound person would need to know how to ask for the type of microphone they needed by the proper name. Mister Hayes repeatedly referred to a lavalier microphone as a “neck-type” microphone. 

Hayes missed the occasion to educate his readers about a term any public speaker should know. Of course, today we use wireless lapel microphones to serve the purpose Mr. Hayes was trying to serve.

He tells them not to use big words when a little word will do.  He tells us that presentations are meant to educate and move people to do something. Yet, he misses the opportunity to educate his readers on several occasions.

The book is short.  It is more of a booklet than a book.  It is most likely out of print since I could not find it on Amazon.  If you wish to read it, you will probably be able to find it through your local library through Inter Library Loan (ILL).

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We borrowed this book through the Wharton County Library via ILL (inter-library loan).  Visit your local library and enjoy thousands of books free.

Disclaimer
The opinions or advice listed in this blog or website should be used as a place to start only. It is not a substitute for the use of a professional.
Please be sure to consult your attorney and/or accountant with any specific questions.
There is no one right answer to any business question that will cover all circumstances.

McClendon Studios Presents: What You Sell Today Determines What Your Family Eats Tonight

What You Sell Today

Determines What Your Family Eats Tonight

My father worked for National Cash Register for many years. Most years he was the number one or number two salesman for the entire company. This did not mean that sales were always easy. It simply means that he worked hard at it.

One day he had worked all day going from store to store, business to business talking to people about purchasing National Cash Registers. So far that day he had not found anyone to buy from him. He was tired and ready to go home.

He pulled into a store parking lot and thought about going home. He flipped down the car sun visor where he had a picture of my mother, my sister, my brother and me under which he had written, “What you sell today determines what your family eats tonight.”  After looking at that photo he decided to make just one more call.  He walked into a Winn Dixie grocery store. He found the manager who was talking with another gentleman and he asked if he could talk to the manger. My father proceeded to give a presentation about what National Cash Register could do for Winn Dixie.

As it turns out the man with the manager was the president of Winn Dixie. The president authorized what was then the largest purchase in the history of National Cash Register.

Watch This On YouTube


Please Visit My Child-Bride Suzanne's Blog

Help us reach 1,000 YouTube subscribers. Please watch some of our videos. If you like them, please subscribe. Also, please share our YouTube information with your friends. We thank you so much for all your help.

McClendon Studios Presents: The Contest

McClendon Studios Presents:

The Contest

When I think of Papa, what stands out in my mind is that he could set his mind to do something and he would accomplish his goals.

He loved to sell.  When he worked for National Cash Register (NCR), he was

always either the number one salesman or number two. 

Papa Bruce loved a contest.  He once told me that it did not matter if the prize was just a pint of pee-pee, he wanted to win it.

Several of the salesman decided that the only way they could ever win a contest against him was if he didn't know there was a contest.

They kept one contest a secret. On the very last day of the contest, the salesman who was in the lead taunted Papa. He told him there were only a few hours left and there was no way Papa could win.

As soon as Papa found out about it, he got on the phone and called around and got enough purchase orders called in to win that contest.  .

As I recall, the prize was a small portable color television.  The television sat on top of my parent’s chest of drawers in their bedroom for several years.

One of the people he called was the bowling man from another story.

He loved a challenge. In fact, challenges kept him going.  I think it was that adrenaline rush that he looked for.

I truly admire my father.  I look up to him and I have learned from him. He means all the world to me. And I love him.

Visit My Child-Bride Suzanne’s Blog

Watch This on YouTube

McClendon Studios Presents: Bowling Man

 

McClendon Studios Presents

Bowling Man

My father used to tell stories of when he was working for National Cash Register.  This is one of those stories.

He called on a man who owned a large company of stores who was a prospect for buying cash registers from my father.

It turns out that the man had not been bowling in a while and really wanted to go bowling soon. My father agreed to take him bowling while they talked over the possible purchase of cash registers.

While they were bowling, the man partook of many beers which my father paid for.  The man became a little drunk and signed the largest order my father had ever had in his life.  All my father had to do was mail that order and the man was obligated to purchase the cash registers. After all, he had a signed contract. This was the 1960’s and the fact that it was signed while intoxicated was not a matter the court would take up anyway.

Well, my father thought about it all that night.  The next morning, bright and early, he went to see the man at his office.

My father handed the man the contract and told him that he was legally obligated to purchase the cash registers but that he, my father, thought that it would be much better if they tore up that contract and started over.

Well, the man was very happy and tore up the contract. He and my father then sat down and negotiated a much smaller order.

My father lost on that sale, but for the rest of the time my father was with

National Cash Register, he would get a purchase order in the mail for every single cash register ever purchased by that company and every paper product, ribbon, and other accessory related to any product that National Cash Register offered that the store needed.

Years later, that act of honesty paid off for my father in a way he did not expect.

Read My Child-Bride Suzanne’s Blog

Watch This On YouTube