From an105662@anon.penet.fi Mon Jun 26 15:19:24 BST 1995 [M381R - Registration PGM #2 1974] Modified for Repost 4/02/95 and this repost 26/06/95 LRH ED 236 INT 5 July 1974 Cancels all LRH ED 159 Int Series URGENT IMPORTANT (LRH Comm to Get Done Fast) To: C/Os, EDs, all Registrars, Dissem Secs, Dist Secs, Ltr Regs ARC Brk Regs, Phone Regs, Tours I/Cs, Tours Personnel, any and all Execs and Staff concerned with any public sales or money collection. From: Ron Subject: REGISTRATION PGM No.2 References: HCO PL 2 Nov 72R "Big League" Reg Series 1 USE OF SALESMANSHIP TECH AND SKILLS HCO PL 1 DEC 72 "Big League" Reg Series 2 SALES DATA SHEET HCO PL 1 Dec 72 "Big League" Reg Series 3 PROSPECTING AT THE CLOSE AND THE ADMIN INVOLVED HCO PL 1 Dec 72 "Big League" Reg Series 4 SIGN-UP MADE SIMPLE HCO PL 1 Dec 72 "Big League" Reg Series 5 HANDLING THE PUBLIC INDIVIDUAL, OFFER HIM A CHOICE HCO PL 1 Dec 72 "Big League" Reg Series 6 THE PUBLIC REG POST SIMPLIFIED AND STREAMLINED HCO PL 1 Dec 72 "Big League" Reg Series 7 REGISTRATION CARDS, UTILIZATION OF HCO PL 1 Dec 72 "Big League" Reg Series 8 THE "BIG LEAGUE" TRAINING OFFICER HCO PL 1 Dec 72 "Big League" Reg Series 9 DUPLISTICKER-INFO PACK ASSEMBLY LINE BPL 1 Dec 72 "Big League" Reg Series 10R COMPETITIVE REGISTRATION COMMISSION SYSTEM BPL 1 Dec 72 "Big League" Reg Series 13 HOW A REGISTRAR TALKS MONEY CHECKSHEETS BPL 5 July 74 Issue I TECHNIQUES OF SELLING ("Big League Sales Closing Techniques" Book) BPL 5 July 74 Issue IA LEARNING HOW TO LEARN (Applies Scholastics Study Manual) BPL 5 July 74 Issue II THE KEY BASICS OF SELLING BPL 5 July 74 Issue III CONFRONT AND COMMUNICATION TRAINING DRILLS BPL 5 July 74 Issue IV CLOSING TECHNIQUES BPL 5 July 74 Issue V PROSPECTING AT THE CLOSE BPL 5 July 74 Issue VI PROSPECT BACKOUT BPL 5 July 74 Issue I BASIC MUSTS BPL 5 July 74 Issue VIII CLOSING ERRORS AVOIDANCE BPL 5 July 74 Issue IX TAG-TEAM CLOSE BPL 5 July 74 Issue X DOUBLE-TEAM CLOSE BPL 5 July 74 Issue XI SHOW AND TELL BPL 5 July 74 Issue XII BRICK OVERCOAT REMOVAL BPL 5 July 74 Issue XIII BIG LEAGUE GO-BUTTON BPL 5 July 74 Issue XIV BUYER TYPES CLOSING BPL 5 July 74 Issue XV QUALIFYING AND PROSPECT BPL 5 July 74 Issue XVI PROFESSIONAL CLOSING BPL 5 July 74 Issue XVII HUBBARD PROFESSIONAL SALESMANSHIP COURSE CHECKSHEET +---------------------------------------------------------------- 1. Those Reges now on post must AT ONCE begin to sell blocks of 12.5 hour Intensives (such as 6 or 8) and BLOCKS of Courses (such as HSDC up to class II or IV or highest courses of the org). The ED is to require this and stress to Reges this this is not only possible but was the way things were done in top level orgs. Each Reg convinced and doing it. C/O or ED ______ 2. Each Reg to get paid cash in hand in full for what is bought at the time of the close, giving financial advice, bank loan advice or any other advice needed. C/O or ED to get any disagreement, HE&R or apathy out of the way on this. C/O or ED ______ 11. Get each Reg indoctrinated with the slogan "SELL THE CUSTOMER IN FRONT OF YOU" (Ltr Reges and ASRs "SELL THE CUSTOMER YOU ARE WRITING OR PHONING"), pull any disagreements and HE&R or reservations about it. C/O or ED ______ 32. Indoctrinate Public Reges not to sell a book or HAS when they can sell anything up to Class IV Expanded Dianetics or the full offering of the org. C/O or ED ______ 39. Have an electronic system installed in the org with a mike that looks like a calendar or ornament on the Reg's desk and a listen-in switch-board system in the ED's office so he can overhear at any time any interview in progress. Have a tape recorder that can plug into the box and tape any interview. This is a duplicate of the listen-in system that cured bad auditing in DC before C/Ses existed. C/O or ED ______ 40. Tell Reges that if any excellent interview is taped it will be forwarded to Flag and commended. C/O or ED ______ 41. Have the phone company hook a phone listen-only connection to the Phone Reg's phones and available in the ED's office so that any time a phone interview can be monitored but not interrupted. C/O or ED ______ 42. Pressure Regs to get their full Big League checksheets done and debug any stalls such as "He has to have his PRD first" or "there is no Super now" or " there is no time" etc. LRH COMM. ______ 43. Indoctrinate Reges that "One customer walking out without buying something is a goofed Reg action." C/O or ED ______ 44. Any HAS grad who does not buy further service is a goofed Super and goofed Reg action. When "Goof Sheet" (Sales %) is low, cram HAS Super and Public Reges. QUAL SEC ______ 45. Any HAS who blows is a goofed Super action. Cram the Super. QUAL SEC ______ 46. Indoctrinate Reges into thinking big in terms of sales. But not to go after some rumoured big pkg and lose the rest. C/O or ED ______ 49. Obtain new prospects by appointing 2 trained Reges (not those on key posts) and have them (a) go over old invoices of people who have successfully had services, (b) contacting them and getting them to recommend at least 2 persons who would benefit from auditing or training, (c) contacting the people recommended, (d) using the recommender's name and (e) selling them services. DISSEM SEC ______ +----------------------------------------------------------------- Oh yes, what a lovely exercise. I especially like the invasion of privacy (of customers) with the concealed microphone. So, umm ETHICAL. Yes, the Cof$ is such a caring "Religion". As always, the religious aspect is just a false shell to front a big selling organization, no matter what the cost. I wonder, are such things as the hidden mike still in use? And if not, what LRH ED cancelled it? The Squirrelle, [One-Point-One] +--- The Squirrelle, Anti-Scientologist and proud of it. ---+ Tone Scale 1.1 |<<"LEGAL has been assigned a condition of NON EXISTENCE">>| PTS Type III |"Scientology exists to remind normal people what STUPID is"| DB SP WOG | an105662@anon.penet.fi, Black Hat #12, J&D, Free Agent | -{}_{}- | Doctor of Scientology, Dianeticist, Clear, OT1, Certified | (r r) | Entheta Specialist, Koos List #17, KoX, ARS-Hole #2139 |-oOo-=(*)=-oOo- +--- Making Elron's Psycho-Weasels sweat the Real World! ---+ R2 // U \\ 381 ---------------------------------------------------------------------------- To find out more about the anon service, send mail to help@anon.penet.fi. If you reply to this message, your message WILL be *automatically* anonymized and you are allocated an anon id. Read the help file to prevent this. Please report any problems, inappropriate use etc. to admin@anon.penet.fi.