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"These Girl Scout Cookies Are as Flavorless as Dirt”


by Glenn Shepard
February 21, 2017
Category: Inspiration



Brenham, TX Feb 28
Temple, TX Mar 1
Wichita Falls, TX Mar 2
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Millionaires rated integrity [being honest with all people] as the #1 factor out of 30 that explains their economic success.

Source: Dr. Tom Stanley, author of “The Millionaire Next Door”)


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Question for You …

If your boss asked you to sell a product you didn’t believe in, would you do it?

Most people SAY no, but their ACTIONS don’t agree.

Over the 29 years I've owned a business, hundreds of sales reps have tried to sell me everything from advertising to insurance. Regardless of whether they were selling a $900 fax machine (which is what I paid for our first one in 1989), or a $50,000 piece of mailing equipment, I ask them three things:

1. If they’re 100% positive their product will do what they say it will. Everyone has answered “YES!”

2. If their company will stand behind it. Everyone has answered “YES!” to this as well.

3. I ask them to give me a handwritten personal guarantee that they will pay me back out of their pocket if their product doesn’t do what they say it will. Almost no one says “YES” to this.

I ask how they were “100% positive” their product would do what they said it would do when it was MY money on the line, but not when it was THEIR money on the line.

Of course, I don’t expect them to pay me back personally. I’m just testing their integrity and conviction.

This is why the greatest sales rep I’ve ever heard of is an 11-year-old Girl Scout in South Orange, NJ, named Charlotte McCourt.

She had a problem with some of the cookies the Girl Scouts wanted her to sell. In describing their Toffee-Tastic cookie, she said “I'm telling you, it's as flavorless as dirt.”

You might think her brutal honesty would hurt her sales, but it didn’t.

Her goal was to sell 300 boxes. But because of her integrity, she sold 16,430 boxes (mostly Samoa’s and Tagalong's, and only one box of Toffee-Tastic), becoming the greatest cookie sales rep in Girl Scout history.

I wish I kept the business cards of all those sales reps over the years, because they could sure learn a lot about selling from this 11-year-old.

To Your Success,

Glenn Shepard

P.S. Perhaps even more inspiring than her integrity is her marketing skill. She got people to buy cookies to donate to troops overseas, writing “It helps strike a spark into the treacherous lives of those men and women protecting our country and keeping America safe”. I want to hire Charlotte to write ad copy for our seminar brochures.


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