Letricia Morlock receives the Silva Sales Lecture Series top award from Jose Silva and Ed Bernd Jr.
Selling the Systems to Sales Professionals
Letrica Morlock had been teaching the Silva course in Fort Lauderdale, Florida, for 10 years when we suggested that she orgaize a Silva Sales Lecture Series for us. She had never had more than a half dozen or so people in class, and at the time was holding classes in her living room.
In one month, she signed up 60 people for the Sales Lecture Series. Of those, 36 were brand new - had never taken a Silva course. The other 24 were graduates who came at a reduced rate... or for free if they referred a new student.
Afterwards, Letricia went on to conduct the Sales Lecture Series herself, with classes averaging about 20-25 students.
In this interview, she explains how she organized that first class. Sales people, she said, are interested in developing intuition. We taught a combination of the Silva Method Basic Lecture Series (BLS) - the problem solving techniques that we have in the Choose Success program and the ESP training that is in UltraMind - as well as instructions on how to apply it all to sales.
NO new techniques
We didn't include any new techniques in the course, the course we already have is appropriate for everyone.
After a few years of the Sales Lecture Series, we realized that we did not need to continue with it as a stand-alone course. Instead we made audio and video recordings of all of the information about applying the course to sales and now present it as a package we call the Silva Sales Power Program.
This class represented a new approach to marketing the Silva seminars. For 25 years, we all continued the way that Jose Silva started: We'd gather a group of people - through advertising or personal contact - and present an "introductory lecture" to them, and hope that many of them would come to class.
By the 1990s, people were just too busy to attend an introductory lecture. So Letricia sold them all one at a time. So this soft spoken lady who had never had 10 students in class at one time, sold the SLS to 60 students in one month, by telephone, one at a time.
This audio is the story of how she did it.
A couple of notes on this first recording: At approximately 9:30 into the recording, we go through the Graduate Service Call script with Letricia, the same as we do when we first speak to a Silva graduate. At about 14:30 she credits the fact that we insisted on everyone working at least 10 health cases for much of the success that the graduates of that class were having.
Remember, when she talks about graduate meetings, we didn't have email or web sites back then. Now you can set up a "virtual" graduate group via the internet and mobile devices and social media, to send cases to each other, share successes, encourage one another, etc.
Letricia Morlock Part A
Side 2 of the audio cassette tape
A couple of notes about the second recording: At about 12:30 into the second half of the interview, notice how Letricia very smoothly asks for referrals from people who have enrolled in the class several days before the class begins.
About 32 minutes into this recording she mentions the "broadcasting" technique. It was a good technique at the time, and we taught it in the Silva Mind Sales Lecture Series. Five years after we made this recording. Jose Silva developed the MentalVideo technique which is much better, so keep it in mind and use it when appropriate.