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Week #6: The Forgotten Art that is Magic in Selling
"There is an art in silence, and there is an eloquence in it too."Be a good listener. Show people you are sincerely interested in what they are saying; give them all the eager attention and appreciation that they crave and are so hungry for, but seldom get. It is one of the most important principles [...]
Week #5: The Key Issue
"Find the key issue and then stick to it." WEEK #5 THE KEY ISSUEHow can you get at the key issue? Encourage your prospects to talk. As soon as they give you four or five reasons why they won't buy, and you try to [...]
Week #4: Ask Questions
"Questions, rather than positive statements, can be the most effective means of making a sale, or winning people to your way of thinking. Inquire rather than attack." Ask questions. You can do two things with a question:1. Let prospects know what you think. 2. You can at the same time pay them the compliment [...]
WEEK #3 THINK IN TERMS OF OTHERS' INTERESTS
"Find out what others want and then help them find out how to get it."Think in terms of others' interests. That's the third area of concentration in our thirteen-week course in self-improvement, following Benjamin Franklin's method.Here's an illustration from Bettger's, How I Raised Myself From Failure to Success in Selling, which drives home the point. One night one of the main buildings [...]
WEEK #2 ORDER: SELF-ORGANIZATION
"Successful people are ruthless with their time."Think about the most successful people you know for a moment. For the most part, successful people are ruthless with their time. They take the time to do the inglorious task of planning. Getting and staying organized is grueling, but without it, you are on a collision course with failure. This week, we're concentrating on [...]
Secret of Success
Benjamin Franklin, just a small printer in Philadelphia, found himself badly in debt. He thought of himself as a simple man of ordinary ability, but believed he could acquire the essential principles of successful living, if only he could find the right method. Having an inventive mind, he devised a method so simple, yet so practical, that anyone could [...]
Make the Phone Pay
Sales are contingent upon the attitude of the salesman - not the attitude of the prospect. - W. Clement StoneThere are four basic strategies on which your phone success depends -Have a reason for calling. Have something to discuss that motivates the person at the other end to want to listen.Be prepared to respond. Be [...]
Think Success - - Reach and Surpass!
"Don't let what you cannot do interfere with what you can do." - John WoodenMost of what we do in sales is beyond our control. Our customers make the rules. Our job is to show up and do the best we can.The nature of the beast is that any number of a thousand things can [...]
Ways to Finish Strong
"It's the spirit that motivates, that calls upon our reserves of dedication and effort, that decides whether we will give our best, finish strong, or just do enough to get by."1. Call on aging2. Grandchildren insurance3. Non-qualified annuities4. Rollover of IRAs5. Term insurance conversion6. Age change program7. Order alternate policy8. Review all rated policies9. Get [...]
Develop Call Courage
You'll always miss 100% of the shots you decide not to take. - Wayne Gretzky Right from the start, you want to eliminate timidity, hesitancy, and apology from your manner and speech. Here's something from Shakespeare that has helped us over the years: "Our doubts are traitors, and make us lose the good we oft might [...]