Joe Kupstas called me today and asked if he could stop by and show me something. I said yes. He did. These are his words.
From: Joseph Kupstas
Sent: Thursday, August 23, 2007 4:31 PM
To: Rick Roberge
Subject: Re: Joe’s Escalade
I Joseph Kupstas started the sales training by David Kurlan & Associates about 10 months ago. As many know Rick Roberge brought Dale & myself in the training and has been our sales mentor from day one. Like any rookie sales person I was a non believer in the sales training and tactics that Kurlan and Rick where teaching. But Dale and I where dedicated to one thing, growing GoodFellas Construction! So we entered the sales training with an open mind. As the training went into the first few weeks I really thought Rick was crazy : ) and what they wanted me to do and say was nuts. “How can I say that Rick” was a weekly phrase. As the training continued I started to enjoy our twice a week classes and the after training Rick spent with us at the end of each class. Once our one on one training with Rick was completed and the training classes continued, things started to come together. What questions to ask. What not to say. When to close. and my favorite when to shut-up, listen and if you talk you lose and if you don’t speak you win!! But once the one on one time with Rick was used up he didn’t go away. He would call us every other week and really took a care into how we where doing and how GoodFellas was doing! There would be mornings that he knew I was at my desk at 7:00 am and he would call just to see whats going on. A regular Rick phrase was “Hey Joe I know your up and working its Rick Roberge calling Whats Up” This kind of one on one makes you want to succeed and we have. Early on in the training (Week 1 ) Chris Mott who is also one of our GREAT trainers did a class on Eliminating Success Barriers. This class was about how to succeed and why do we do the things we do to succeed. I remember the class very much. The class made everyone in the room pick something that they wanted to purchase. Something that had some meaning and something expensive. I remember sitting there thinking what do I want? We’ll I said I have a house so that’s done, I have a lot of things so what I wanted was a really nice car. So I wrote down car on my sheet. Well after the class Rick and I had a talk about what I picked and the discussion lasted the next 2 days. Rick not only wanted me to write down car he wanted me to pick one out! I said to him why? He said I want you to go on-line, Pick out the car you want and with every option you want and print out the detail with a picture. Next he said I want you to tape that picture next to some where you would look at it each day. I taped the picture next to a mirror in my closet where I got ready for work everyday. For months I looked at that picture. Dale and I would joked about it all the time when we saw the car driving on our way to class. After 10 months of listening and applying the sales training our company has doubled in size, employee count (4 Additional), and gross sales ( 135 % Over Last Year). It is now on track to double in all 3 categories again between now and the spring of 2008. I still don’t use the training 100% but we are still learning and I fell are just getting better each sales appointment. I am telling this story to thank Rick Roberge and Kurlan Associates for the developing the sales training and believing in Dale, Myself, and GoodFellas to succeed!!
Thank You Your Friend
How can I add to that, other than…Congratulations, Joe!”