FRUSTRATE
WITH SALES RESULTS?

ines

BEFORE YOU OR YOUR SALESPEOPLE GO
ON THAT NEXT APPOINTMENT, ASK YOURSELF:

• In trying to get this order, have you already given away your knowledge of how
to solve the customer's problem?

• Was your presentation done before your prospect had really qualified?

• As you read this is your proposal being shopped around town?

Any yes answer means prospects are in control of how you sell. We call it "going down
the WimpTrack"; the prospect gets your valuable ideas for free, then uses them to pit you
against your competition. He requests more free information and, finally, since you have
been so nice, allows you unlimited unreturned calls to his voice mail.

There is a better way A way that gets you more business with less unpaid consulting and
that works with almost any personal style. A way that does not involve a collection of unre-
alistic, memorized closes.

That better way is the GERRY WEINBERG & ASSOCIATES way: a nontraditional, compre-
hensive business system that is working for clients in more than 230 industries and pro-
fessions. So well, in fact, that of the "Eight Great Sales People" cited by a recent major
midwest magazine as "Super Sellers," foul are using the GERRY WEINBERG &
ASSOCIATES system.

As heaid on
W\VJ Radio
and seen in the
Wall Street
Journal

r more information, or to reserve your place at our next complimentary
Executive Briefing, please call Rebecca at (248) 299-9630.
Business
NON-TRADITIONAL .S.ArEES TRAINING

GERRY WEINBERG & ASSOCIATES

Lisa R.
(Shapiro) Boettcher

America's Residential Mortgage Source

888-222-9176

Mortgage Consultant

Ext. 1

Eric J.
Rosenberg

Area Manager

• Benefit from the experience of two career mortgage professionals
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• Full array of programs with competitive pricing (conventional,
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LENDER

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(313) 891-6500 (248) 540-5550

------/ DAVID ROSENMAN'S

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NEW & USED CAR BROKER

ai":4
6/9
2000

Sales • Leasing • Buying
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you notice is the
heavenly smell. It is a
scent more lovely
than Chanel No. 5,
an aroma more mem-
orable than a pine
forest, a fragrance
more tantalizing than
a bouquet of roses.
It is the smell of
fermenting pickles.
In his office, sur-
rounded by a clutter
of broken furniture,
discarded equipment,
a battered metal lock-
er, crates and card-
board boxes contain-
ing who-knows-what,
and other assorted
and sundry flotsam
and jetsam from 40
years in the pickle
business,. Larry tells
me the story of
Topor's. He sits at a
huge wooden desk
that might have been
around when the
building was built a
hundred or so years
ago. He chain-smokes
Newports.
His grandmother
was part of the tide of
Jewish immigration to
America from Eastern
and summers for his father, but he
Europe around the turn of the last
was not a particularly dedicated
century. His father, Harry Topor, was
employee. Harry fired young Larry
born here.
three times.
By the 1950s, Harry was operating
In 1977, Larry went off to Ferris
Topor's Deli near Seven Mile and
State University in Big Rapids. But in
Greenfield. In the basement of the
'79 his father took ill. The dutiful son
deli he made pickles from his mother's
came back to help his dad run the
recipe and sold them to his clientele.
business, and stayed. About
But word of the delicious
20 years ago the business
pickles spread and soon peo-
moved into its current
ple were coming from across Seven employees
home, above a USDA meat
town to buy them.
help Topor make
packing plant in the old
Harry didn't much care for and distribute his
building that took me so
the deli business, didn't like
pickles.
long to find. Harry retired
trying to please customers
15 years ago and Larry
who were constantly com-
took
over
the
operation.
plaining that the soup was too hot or
too cold, the corned beef too lean or too
Branching Out
fat. So in 1960 he gave up the deli and
Probably the biggest step from small-
jumped into pickles full-time.
time picklemaker to serious business-
Making pickles is a pretty low-tech
man came for Harry when Farmer
process and Harry could do it just
Jack took on his pickles a little over
about anywhere he could find a cold
30 years ago. .
storage room. He settled into the
"Tom and Al Borman, the brothers
Eastern Market area and began sup-
who started Farmer Jack way back
plying restaurants, bars and delis.
when, used to come into my dad's
Soon he was bottling and selling his
deli," Larry says. "They loved his
pickles to supermarkets.
pickles." So when Harry started bot-
As a kid, Larry worked part-time