tag:blogger.com,1999:blog-67142369310536839772023-06-20T06:26:24.341-07:00the power of creative sellingALL SALESMEN EVERYWHERE
I sincerely dedicate this blog, with the
fervent prayer and hope that you will read
it well; that you will endeavor to under-
stand its principles and thus come to a vital
realization of your creative power and
ability. Your success will be my reward.Anonymoushttp://www.blogger.com/profile/12318205002496706816noreply@blogger.comBlogger23125tag:blogger.com,1999:blog-6714236931053683977.post-42858140051875727142007-10-01T02:09:00.000-07:002011-10-11T02:13:59.882-07:00Privacy Policy<span class="fullpost">Thank you for visiting our web site. This privacy policy tells you how we use personal information collected at this site. Please read this privacy policy before using the site or submitting any personal information. By using the site, you are accepting the practices described in this privacy policy. These practices may be changed, but any changes will be posted and changes will only apply to activities and information on a going forward, not retroactive basis. You are encouraged to review the privacy policy whenever you visit the site to make sure that you understand how any personal information you provide will be used.<br />
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There are usually a few classes periods devoted to incentive programs in any good MBA program, so HBP will not let you down there.<br /><br />If all else fails, the strategy consulting firms (McKinzie, BCG, and Bain) will have articles (for free or fee) that will address what you are looking for.<br /><span class="fullpost"><br /></span>Anonymousnoreply@blogger.com0tag:blogger.com,1999:blog-6714236931053683977.post-43859820310663306512008-01-23T07:27:00.000-08:002008-01-23T07:30:10.716-08:00Salesman or Saleswomen?Actually, both gender have the same. It depends on the product or services they're selling and who they're selling to. Generally however, women are more trusted in terms of dedication and patience.butAs sexist as it may seem,women have a better chance of getting in front of a decision maker than a man.Sales is a contact sport or numbers game.If two salespeople have identical abillity and use exactly the same selling system,the one who makes the most contact wins.<br /><span class="fullpost"><br /></span>Anonymousnoreply@blogger.com0tag:blogger.com,1999:blog-6714236931053683977.post-20115514745275307362008-01-23T07:25:00.000-08:002008-01-23T07:27:45.674-08:00The Duties and Responsibilities of Salesman - Marketing<span class="fullpost"><br />RESUME:<br /></span> the most important duty is to make more money for the company.<br /><br />> to perform marketing strategy for the company<br />> to find a new market for the company<br />> to handle product launching<br />> u gonna be the 'backbones' of the company and the only thing in your employer head is u must generate more income for him.<br /><span class="fullpost"><br /></span>Anonymousnoreply@blogger.com0tag:blogger.com,1999:blog-6714236931053683977.post-448203698944925932008-01-23T07:24:00.000-08:002008-01-23T07:25:33.634-08:00Nice salesman joke<span class="fullpost"><br /><br /></span>The kids filed into class Monday morning. They were very excited. Their weekend assignment was to sell something, then give a talk on productive salesmanship. Little Sally led off, "I sold Girl Scout cookies and I made $30." She said proudly, "My sales approach was to appeal to the customer's civic spirit and I credit that approach for my obvious success." "Very good," said the teacher. Little Jenny was next, "I sold magazines," she said, "I made $45 and I explained to everyone that magazines would keep them up on current events." "Very good, Jenny," said the teacher. Eventually, it was Little Johnny's turn. The teacher held her breath. Little Johnny walked to the front of the classroom and dumped a box full of cash on the teacher's desk. "$2,467," he said. "$2,467!" cried the teacher, "What in the world were you selling?" "Toothbrushes," said Little Johnny. "Toothbrushes," echoed the teacher, "How could you possibly sell enough tooth brushes to make that much money?" "I found the busiest corner in town," said Little Johnny, "I set up a dip and chip stand. I gave everybody who walked by a sample. They all said the same thing, "Hey, this tastes like crap!" Then I would say, "It is crap. Wanna buy a toothbrush?"<br /><span class="fullpost"><br /></span>Anonymousnoreply@blogger.com0tag:blogger.com,1999:blog-6714236931053683977.post-87219430343954761792008-01-23T07:22:00.000-08:002008-01-23T07:24:10.684-08:00not too long? Salesman joke<span class="fullpost"><br /></span>A guy with a speech impediment --- he stutters – gets a job selling books door-to-door.<br />On his first day, the sales manager gives him some books and sends him out and a five o’clock the salesman returns with all receipts, no books.<br />The second day, the sales manager loads him up with more books than the firs day and sends him out. The salesman, returns at five o’clock with all the receipts, no books.<br />This goes on for a few days, and the sales manager calls him in and says, “This is truly amazing,” “In a few days you have sold more books than my top salesman does in a week. What’s your sales pitch?”<br />“W-w-well,” says the salesman, “I s-s-say, ‘D-d-do, y-y-you w-w-want t-t-to b-b-buy a b-b-b-book or d-d-do y-y-you w-want m-me t-to r-read it t-to y-you?<br /><span class="fullpost"><br /><br /></span>Anonymousnoreply@blogger.com0tag:blogger.com,1999:blog-6714236931053683977.post-24352066305587165572008-01-23T07:21:00.000-08:002008-01-23T07:22:50.223-08:00Stutterin Salesman<span class="fullpost"><br /></span>There were three salesman, one whom stuttered badly who sold Bibles. The manager asked them how many Bibles each had sold that month. The smooth talking salesman said "Twenty Bibles!" The fast talking salesman said "Thirty Bibles!" the stuttering salesman said "F-F-FFour H-H-HHundred B-B-Bibles!" The manger was amazed at the man's success. He asked to hear each man's sales pitch so they could learn from one another. The smooth talking salesman said "If a woman answered the door I asked if her mother was home, and then showed her the fine beautiful leather binding, but in no way is it as beautiful as the lady herself. "Charming" said the manager. The fast talking salesman said "I have here the best selling book in the world, every home should have one, I sold one to each and every house on the street, and do you want to be the only home without one, I don't think so" Then he asked the stuttering salesman. He replied "W-W-Would y-y-you like to b-b-b-buy a B-B-Bible, or d-d-do y-y-you<br /><span class="fullpost"><br /><br /></span>Anonymousnoreply@blogger.com0tag:blogger.com,1999:blog-6714236931053683977.post-35336308887979388542007-07-26T22:56:00.000-07:002007-07-26T23:03:18.453-07:00Ultimate Free Blog Hosting<a href="http://www.beklo.com">Beklo.com</a> is the great blog hosting that you can make your own free blog.With that blog you can exspress yourself, build network and community or moneytize your blog as easy as plug and play.with up to 10 blog in one account, 50 MB capacity, choose many of template and more another exclusive feature,make your unlimited creativity more deeply.so beklo.com is biggest alternate blog hosting free for you choose.<br />what are you waiting for click <a href="http://www.beklo.com/signup.php">here</a> to signup and lounch your blog immediatly <br /><span class="fullpost"><br /><br /><br /><br /></span>Anonymousnoreply@blogger.com0tag:blogger.com,1999:blog-6714236931053683977.post-39977465640118999842007-07-26T17:21:00.000-07:002007-07-26T17:23:02.257-07:00Take the Brakes OffACCORDING to my good friend Henry Young, noted health<br />director and head of the Roof Health Club on the top<br />floors of the McAlpin Hotel in New York, every man has a<br />busy day. Young says: "Here is what happened to you yes-<br />terday."<br />"Your heart beat 103,689 times. Your blood traveled 168,-<br />000 miles. You breathed 23,040 times. You inhaled 438 cubic<br />feet of air. You braced yourself with 3% pounds of food and<br />2%o pounds of liquid. You generated 450 tons of energy.<br />You exercised your leg and arm muscles over 1,000 times.<br />You moved 750 major muscles and exercised 7,000,000 brain<br />cells. You spoke 4,800 words (possibly twice this many if a<br />salesman)."<br />Learn from the Sermon on the Mount<br />With this great stretch of activity it is time to take the<br />brakes off. One of the best ways to do this at this time or<br />any time is to form a picture of something pleasant. One of<br />the greatest pictures in the world to help you do this is<br />found in the fifth chapter of Matthew, where Jesus begins<br />his great "Sermon on the Mount." Here we see Jesus con-<br />fident, loving, free from care, free from worry, free from<br />dread, and free from all other distressing problems. He is<br />in tune with God, at peace with the world, and in harmony<br />with all men. He is perfectly relaxed:<br />And seeing the multitudes, he went up into a mountain: and<br />when he was set, his disciples came unto him:<br />And he opened his mouth and taught them, saying,<br />Blessed are the poor in spirit: for theirs is the kingdom of<br />heaven.<br />Blessed are they that mourn: for they shall be comforted.<br />Blessed are the meek: for they shall inherit the earth.<br />Blessed are they which do hunger and thirst after righteous-<br />ness: for they shall be filled.<br />Blessed are the merciful: for they shall obtain mercy.<br />Blessed are the pure in heart: for they shall see God.<br />Blessed are the peacemakers: for they shall be called the chil-<br />dren of God.<br />Blessed are they which are persecuted for righteousness' sake:<br />for theirs is the kingdom of heaven.<br />Blessed are ye, when men shall revile you, and persecute you,<br />and shall say all manner of evil against you falsely, for my sake.<br />Rejoice, and be exceeding glad: for great is your reward in<br />heaven: for so persecuted they the prophets which were before<br />you.<br /><span class="fullpost"><br />These 143 words are known as the Beatitudes. They ex-<br />press one of the most invigorating and inspiring messages<br />ever written. It is a positive declaration of truth, based on<br />the wisdom of all times, directing you what to do; and, if<br />you do it, you will find yourself completely relaxed men-<br />tally and physically. You will also find your entire being<br />opening up to the inflow of God's universal consciousness<br />and power, which will revitalize and restore you with<br />health, zest, energy, and also a peace of mind that passes<br />all understanding. The precepts expressed in these Beati-<br />tudes have been a part of my life. They have been a source<br />of strength and endurance. I believe and feel them. I can<br />sincerely recommend the Beatitudes as a formula to help<br />you to relax.<br /><br /><br /><br /><br /><br /></span>Anonymousnoreply@blogger.com0tag:blogger.com,1999:blog-6714236931053683977.post-67169007255916195002007-07-26T17:18:00.000-07:002007-07-26T17:21:35.340-07:00How Letters Can Increase Your SalesAlways remember that your letter is your representative.<br />Therefore, dress it up. Make it neat in appearance. You cer-<br />tainly would not call on a prospect in dirty, sloppy, working<br />clothes, so why send a sloppy representative?<br />Use clean, fresh stationery. Try to eliminate blots, blurs,<br />and erasures. Make your letter as neat and dignified as pos-<br />sible.<br /><span class="fullpost"><br />As a salesman, you can acquire the art of writing a good<br />letter. You can become adept at visualizing thoughts and<br />ideas through the written word. In writing a letter, you<br />have all to gain and nothing to lose. There is absolutely no<br />need to get tense and rigid, and to think that you are pass-ing the Last Act of Congress. Just relax, be yourself, cut<br />loose, and try to be perfectly natural. Get rid of all rigid-<br />ness, tenseness, and formality. These retard your easy man-<br />ner so essential in writing a good, friendly letter. Try to<br />write as though the person to whom you are writing is sit-<br />ting right across from you. Writing good letters is a practical<br />means of helping you enlarge your power to sell. It will<br />broaden your influence. It is a means to arouse the curiosity<br />of the prospect and give you a chance to satisfy it with a<br />sale.<br /> <br />Shakespeare said: "Brevity is the soul of wit/' Brevity is<br />the best way I know of creating a favorable impression and<br />illiciting a favorable reply. So do not be dull and tell the<br />prospect everything in the letter. Just tell him enough to<br />keep him wondering until you can tell him all.<br /><br /><br /></span>Anonymousnoreply@blogger.com0tag:blogger.com,1999:blog-6714236931053683977.post-75681404067696772712007-07-19T21:18:00.000-07:002007-07-19T21:35:18.350-07:00post to cashan interesting offer were being carried out by <a href="http://pedrosardinha.com">Pedro sardinha</a>.great offer that was posting review had a prize $$.<br />For anyone that posting about e-book him he that be entitled <a href="http://www.pedrosardinha.com/download/youreasylist_report.pdf">"your easy list"</a> to our blog, then we will be paid by him with a value of 2us$ was transferred via paypal.fantastic isn't?<br />So was easy and could be carried out by all people. but this opportunity really so limited. Immediately review his e-book (like me do) and reply and the leave comment in his blog.good luck<br /><br /><span class="fullpost"><br /><br /><br /><br /></span>Anonymousnoreply@blogger.com0tag:blogger.com,1999:blog-6714236931053683977.post-79077408234037095972007-04-23T07:03:00.000-07:002007-04-23T07:04:39.548-07:00How to Make Your Effort Pay OffInvested effort in selling is rewarded with success. "He<br />that loses his life shall find it." Therefore, harness your<br />forces, discipline your effort, measure your time, marshal<br />your energies, and concentrate your ability on selling. Lose<br />yourself in the needs and wants of the prospect. Make his<br />interests your cause, and do not worry about results. Before<br />you know it you will be cashing commission checks.<br /><span class="fullpost"><br />"Procrastination is the thief of time." Indecision and post-<br />ponement bring many delays and rob you of many valuable<br />sales. Are you bold? Are you determined? Are you really in<br />earnest? Take hold of yourself. Believe that you can sell and<br />you will have the power to sell. Courage has genius, power,<br />and magic in it. Once you begin to use the positive power<br />of creative selling you will have all the vim, vigor, vitality,<br />force, and power you need. You will get results. Your success<br />and progress will not only be fascinating and stimulating,<br />but they will be beyond your own comprehension. There-<br />fore, learn to be bold and courageous, but always remain<br />humble and know that every ounce of effort you invest in<br />selling will be justly rewarded and fully compensated.<br />The days ahead demand strong minds and understanding<br />hearts, fortified with unfailing integrity, enlivened with crea-<br />tive ability, sustained with great tenacity, buttressed with<br />courageous action, and embedded with true faith and with<br />ready hands.<br />As we travel along our way we take a lesson from an in-<br />scription written in letters of gold on one of the pillars of<br />the main court of the great Wanamaker Store in Philadel-<br />phia. It was written by John Wanamaker, the founder.<br />"Let those who follow me build with the plumb of Honor,<br />the level of Truth, and the square of Integrity, Education,<br />Courtesy, and Mutuality."<br /><br /><br /><br /><br /><br /></span>Anonymousnoreply@blogger.com0tag:blogger.com,1999:blog-6714236931053683977.post-28524759192196388732007-04-23T07:00:00.000-07:002007-04-23T07:03:17.113-07:00How Courage Gives You Power<span class="fullpost"><br /><br /><br /><br /></span><br />However, you have your own row to hoe; you have your<br />own life to live, and you have your own sales procedure to<br />follow. You have your own living to make, and I hope some<br />of the ideas expressed in this book will help you. Be coura-<br />geous and put your creative power into action, and you can-<br />not fail to be successful. Courage, you know, is a spark from<br />heaven. It fills you with the faith to act, and this gives you<br />the dynamic power to perform and to go ahead.<br />Man does not know how good he is until he begins to use<br />his courage. Courage is that quality that enables you to<br />encounter any situation with firmness. It makes you daring<br />and bold. It fills you with valor and the dauntless spirit to<br />conquer all adversities, overcome all obstacles, surmount all<br />conditions, solve all problems, hurdle all hindrances, and<br />make you the master of your affairs. Courage will arouse<br />within you the very essence of creative power, and enable<br />you to make sales you never thought possible. You can in-<br />crease your sales production a hundredfold and keep our<br />economy prosperous and expanding. You can demonstrate<br />the power of creative selling as a vibrant realityAnonymousnoreply@blogger.com0tag:blogger.com,1999:blog-6714236931053683977.post-84378351138620374972007-04-04T20:22:00.000-07:002007-04-04T20:23:31.045-07:00How to Overcome Negative Thinking<span class="fullpost"><br /><br />Creative selling is an individual accomplishment. It em-<br />braces you and the power within you to think and create.<br />These qualities and attributes are individual, and no one<br />but you can develop them. Cut loose and free yourself from<br />all negative thinking, from all petty restrictions and all<br />pygmy notions and all corroded resistance. Negative think-<br />ing retards you and holds you back. Open up the channel to<br />positive thinking, and let the creative power flow through.<br />Cast out all your doubts and uncertainties. They are of no<br />value. Turn the power and dominion of positive thoughts on<br />all your doubts, worries, and dreads. Start to develop the<br />power of creative selling, and expect nothing but results.<br />Rejoice and be glad that you have the ability as well as the<br />opportunity to sell. It will be a thrilling experience to sell<br />and serve. You will find that you feel like a new person.<br />You will feel like starting anew every morning. What seemed<br />a burden and a task will became an interesting and profit-<br />able adventure.<br /><br /><br /><br /></span><br />In the attributes of latent ability and creative power the<br />men and women who sell have undeveloped resources to<br />make the economy of this nation hum with unlimited pros-<br />perity, spin with increasing activity, and furnish more of<br /> <br />the good things of life to a greater number of people for<br />many, many years to come. With new and better products<br />coming into the market every day, and with new wants and<br />new needs being uncovered almost hourly, everyone who<br />sells or who prepares himself to sell has an unparalleled op-<br />portunity to partake of all the good things of life and share<br />in an inexhaustible abundance. Opportunity is not only<br />knocking on your door, but it is ringing the door bell, urg-<br />ing you to avail yourself of the greatest aggregation of un-<br />tapped wealth and prosperity that this nation or any nation<br />has ever known. The potentialities of selling are greater<br />today than ever before. Greater, too, are the rewards of<br />selling.Anonymousnoreply@blogger.com0tag:blogger.com,1999:blog-6714236931053683977.post-22764409408521881862007-04-04T20:21:00.000-07:002007-04-04T20:22:18.176-07:00The Need for Creative Selling<span class="fullpost"><br /><br />Creative selling holds a very definite place in our economy<br />today, and it is the only power that can keep our economy<br />strong, balanced, and capable of expanding to meet the new<br />situations and new conditions that are developing with light-<br />ning rapidity. These new situations and new conditions will<br />require new products and new services. Only the salesman<br />can create the new markets necessary for their success<br /><br /><br /><br /></span><br />The men and women who sell are not only faced with a<br />responsibility, but with a definite challenge. They must have<br />the daring and ability to create sales. They must stub their<br />toes, wake up, shake off that state of lethargy, and arouse<br />that sleeping giant of creative power and positive action<br />hidden within themselves. They must dare to think for them-<br />selves. They must rely on their own creative power. With<br />faith and confidence, engendered by positive thinking, they<br />can draw on their latent ability and practice and demonstrate<br />the power of creative selling to create sales that others may<br />think impossible.<br />Salesmen who blaze new trails, open up new markets,<br />pioneer new products, and create sales are salesmen who<br />dare to sell things that have not been sold before. While<br />others doubt, they go forward. They think, they seek, they<br />ask, they search, and they find. They open new opportuni-<br />ties and help to furnish employment to millions of people.<br />They have the challenge to dare, the incentive to undertake,<br />and the urge to begin, and soon their ability is turned into<br />power that produces sales. They realize that "he who dares<br />to think" stands secure in the majesty of his own might, and<br />enjoys the blessings of his own efforts.<br />Creative selling is a science and also an art. The science<br />teaches you what to do, and the art teaches you how to do<br />it. Creative selling is the ability and art of increasing the<br />satisfaction of the prospect by convincing him that the thing<br />he buys will best fulfill his needs and desires. In fact, it is<br />creating a market that did not exist before.Anonymousnoreply@blogger.com0tag:blogger.com,1999:blog-6714236931053683977.post-74454988382209032452007-04-04T20:17:00.000-07:002007-04-04T20:21:01.231-07:00Tour Place in Our Economy<span class="fullpost"><br /><br /> SELLING is not a new art. It is as old as man himself. When<br />man first began to exchange ideas he began to sell. Sell-<br />ing has always been employed as a means of influencing<br />someone to do something. It has been demonstrated in the<br />form of exchanging ideas, products, plans, or services. How-<br />ever, it was soon discovered that, in order to influence a man,<br />it was necessary to please him. If the man was pleased, he<br />would listen and pay attention to your story; otherwise, he<br />paid no attention. Therefore, in order to sell him, it was<br />necessary to know how to please him.<br /></span><br /><br />Thus opened up an entirely new field for selling. To be<br />successful at this art it was necessary to know the charac-<br />teristics of the prospect. A study had to be made of his<br />wants, his needs, his hopes, his aspirations, and the many<br />other hidden attributes that controlled his desire to buy. In<br />order for the salesman to understand his prospect, he was<br />compelled to turn the searchlight on himself. This was not<br />all. It was necessary for the salesman to know everything<br />possible about his product, its history, its background, and<br />the part it played in the life of the prospect. It was essential<br />to analyze the markets to comprehend the possibilities of<br />the product, and the various uses in which it might be ap-<br />plied. The salesman had to uncover the unknown needs, and<br />to supply those needs, and to create markets that did not<br />exist before. He had to be able to sense trends and to evalu-<br />ate them in the light of reason and common sense.<br />The salesman is no longer an order taker with a worn-out<br />valise, a bag of tricks, a bundle of sales cliches, and a stock<br />of stale stories. The salesman of today is a psychologist, a<br />scientist, an analyst, and an artist, all rolled up in one. He is<br />dealing with the greatest thing in life: the mind and its ideas,<br />as applied to the continued development of our economy<br />and the distribution of its products.Anonymousnoreply@blogger.com0tag:blogger.com,1999:blog-6714236931053683977.post-79836894804304098742007-03-07T20:03:00.000-08:002007-03-07T20:07:01.585-08:00A Lesson from the ActorIn presenting a Sales Plan, I think that it would pay you<br />to take a lesson from the actor. On the stage, on television,<br />on the screen, and on radio, you must have been thoroughly<br />impressed by the correct and precise way in which actors<br />and performers present their lines. They seem to give every<br />sentence, every word, and every gesture its proper place and<br />time. They feel and live their parts right before your eyes,<br />and the strange part is that you live the parts right along<br />with them. <br /><span class="fullpost"><br />Suppose they came on the stage without knowing<br />their lines. Suppose they did not know what they were go-<br />ing to say or how they were going to say it. What do you<br />think their sponsors would do? They would discontinue their<br />services, and, of course, they would be justified. Performers<br />know their lines because they want to please you. By pleas-<br />ing you, they please their sponsors, and their sponsors are the<br />ones who pay them—and pay them well.<br />If it pays these actors and performers to know their lines,<br />it will certainly pay you and me as salesmen. This is the way<br />I felt when I composed the Sales Plan.<br />I felt that a Sales Plan was the means by which I could<br />concentrate all my power and focus all my ability to arrest<br />the attention of the prospect, kindle his interest, stimulate<br /> his desire, and convince him to act. It would enable me to<br />get results quickly. I also felt that it would mean money to<br />me—and, believe me, it has! When I stubbed my toe, I woke<br />up to the power of creative selling. It has been worth to me<br />many times the inheritance in the dream. It can be worth<br />the same to you, provided you stub your toe—because what<br />am I that you are not?<br /></span>Anonymousnoreply@blogger.com0tag:blogger.com,1999:blog-6714236931053683977.post-86036440091329545112007-03-07T19:58:00.000-08:002007-03-07T20:02:42.276-08:00The Essentials of a Good Sales PlanI had plenty of prospects. What next? I needed a sales ap-<br />proach. It was only good sense on my part to create a Sales<br />Plan that would set forth, in plain, understandable language,<br />the many benefits and values of life insurance, and what they<br />really meant to the prospect. The Sales Plan to present these<br />important ideas had to be good, compelling, and concrete.<br />It had to contain the power to attract the attention of the<br />prospect. It had to possess the power to arouse the interest<br />of the prospect. It had to create the power to stimulate the<br />desire of the prospect. It had to generate the power to per-<br />suade and convince the prospect to act.<br /><br /><span class="fullpost"><br />I spent many many hours of study and meditation in cre-<br />ating this Sales Plan. I checked, I double checked, I anal-<br />yzed, I visualized. Was it interesting? Was it comprehensive?<br />Was it stimulating? Was it concise? Was it persuasive? Was<br />it convincing?<br />Every idea, every sentence, and every detail was attended<br />with the strictest attention. Every word was studied for the<br />correct pronunciation, for the proper enunciation, and for<br />the right sound and inflection. Every thought in each sen-<br />tence was studied for proper emphasis. Every particular was<br /> weighed and balanced. Nothing was taken for granted, and<br />no detail was overlooked. When I had this Sales Plan in<br />good form, I memorized it. I read it out loud many times. I<br />dramatized it. I felt it. I lived it. I perfected it. Then I used it.<br />The Sales Plan presented a good proposition and a sound<br />idea. What about the prospect? Was he attracted? Was he<br />interested? Was he stimulated? Was he convinced? The re-<br />sults were beyond my fondest expectations. That Sales Plan<br />sold millions of dollars worth of life insurance.<br /></span>Anonymousnoreply@blogger.com0tag:blogger.com,1999:blog-6714236931053683977.post-84796465861783945962007-03-02T01:26:00.000-08:002007-03-02T01:27:25.348-08:00How I Converted Faith into ResultsI decided that the only scientific way for me to demon-<br />strate my faith in selling life insurance was to create a sales<br />plan that would carry the message of its benefits and values<br />to the prospect and convince him that he would enjoy satis-<br />faction and peace of mind by owning it. It was up to me to<br />use my ability and draw on the hidden power within and<br />create a sale that did not exist before.<br />In applying your ability to think and create a sale, it is<br />wise to get the right attitude toward yourself as well as your<br />product. You must realize that you are not merely a rag, a<br />bone, and a hank of hair—you are greater than your body.<br />Your power to think does not confine you to your own skin.<br />You can project thought. You can organize and visualize the<br />ideas and thoughts about the thing you sell with such power<br />that it creates a sale. To do this scientifically and effectively,<br />it is essential to build these thoughts and ideas into a plan.<br />What is a plan? A plan is a method of action, procedure,<br />or arrangement. It is a program to be done. It is a design<br />to carry into effect an idea, a thought, a project, or a devel-<br />opment.<br />Therefore, a plan is a concrete means to help you fulfill<br />your desires. In the field of selling, your desire is to create<br />sales and render a useful service. To do this effectively, it<br />is wise to have two plans:<br />First, a plan of operation to govern, guide, and control<br />your general activities. To organize and arrange your activ-<br />ities each day is to save time, conserve energy, and elim-<br />inate chaos. The orderly arrangement of time will guide and<br />direct you through the labyrinth of the most busy day.<br /> <br />Second, a Sales Plan to govern, guide, and direct your<br />sales procedure.<br />Prospects are influenced and motivated to action by ideas,<br />and the more quickly they receive ideas about the value of<br />the product, the sooner they will react. I decided that life<br />insurance was an idea guaranteeing many valuable benefits<br />to the prospect and his family. I also decided that the quick-<br />est, the most practical, the most efficient, the most feasible,<br />and the most scientific method of carrying that idea to the<br />greatest number of prospects in the shortest period of time<br />was by means of a Sales Plan.Anonymousnoreply@blogger.com0tag:blogger.com,1999:blog-6714236931053683977.post-54506760678675468852007-03-02T01:25:00.000-08:002007-03-02T01:26:32.346-08:00How an Idea Gave Me FaithFirst, I analyzed the principle of life insurance thoroughly<br />to determine its value and to appreciate its worth. I con-<br />cluded that it was a very excellent idea. I liked the idea of<br />the protection it could provide. I liked the idea of the estate<br />it could create. I liked the idea of the savings account it<br />could establish. I liked the idea of the income it could guar-<br />antee for old age. In fact, I liked the idea of all the benefits<br />that life insurance could provide for the individual and his<br />family.<br />This analysis of life insurance gave me a comprehensive<br />interpretation of its function and a clear picture of the bene-<br />fits that it could provide for the prospect. I was thoroughly<br />convinced that it was a good idea; a sound and practical<br />proposition. I firmly believed that I could sell it. I had faith<br />in it.<br />Faith is believing in something, and so it remains until<br />you demonstrate your ability to fashion faith into reality.<br />Now arose the question of how I could convert my faith<br />into results by selling life insurance. How could I get the<br />idea of life insurance and its many benefits over to the pros-<br /> pect? How could I convince the prospect that it was a safe<br />place for him to invest his capital? How could I make the<br />prospect feel as I felt about life insurance?Anonymousnoreply@blogger.com0tag:blogger.com,1999:blog-6714236931053683977.post-74858629192385647972007-03-02T01:24:00.000-08:002007-03-02T01:25:39.801-08:00How My Hundred-Thousand-Dollar Dream Came TrueAs I pondered over this dream in 1920, the thought came<br />to me that I did not need to inherit one hundred thousand<br />dollars. All I needed was to stub my toe, wake up, shake<br />off the state of lethargy, get out of the rut, and come to a<br />conscious, vital realization of the power of creative selling<br />that was hidden within me. I firmly believed that the devel-<br />opment of this positive and creative power of thinking, ap-<br />plied to selling, would enable me to make many hundred<br />thousands of dollars. However, in order to claim my herit-<br />age, to realize the full impetus of my latent power and<br />ability, and to derive the full benefit from that creative sell-<br />ing, it was necessary for me to develop a definite and con-<br />crete plan of action.<br />At that time I was attempting to sell life insurance. In<br />those days there was no scientific plan of action for selling<br />life insurance. It was a hit-or-miss proposition—mostly miss.<br />Creative selling was only a dream, like my inheritance. The<br />general agent of a life insurance company was usually a<br />pompous gentleman. He would put his hands on your shoul-<br />ders, rear back with an air of great authority, and hand you<br />a rate book and some application blanks with the remark,<br />"Now, go out into the world and sell!" That was the extent<br />of your training as a life insurance salesman.<br /> <br /><br />It was sink or swim, so out into the world I went—and I<br />floundered. I walked the streets, stood on the street corners,<br />and watched the people go by. Prospects! prospects every-<br />where! But I had no definite plan of action to contact any<br />of them. Now and then someone would grant me an inter-<br />view for the sake of courtesy, but the inevitable answer was<br />"not interested." Thus, with sore feet, a tired back, a sour<br />disposition, a weary body, and with both hands empty, I<br />would slowly trudge back to the office.<br />This procedure lagged on for many days. I began to ques-<br />tion—what's the trouble? Is it me or the life insurance busi-<br />ness? I decided to do something about it.Anonymousnoreply@blogger.com0tag:blogger.com,1999:blog-6714236931053683977.post-50596056587460984032007-03-02T01:21:00.000-08:002007-03-02T01:24:33.120-08:00I Stubbed My Toe ONE MORNING in 1920,1 left my office in the Commercial<br />Trust Building in Philadelphia and walked down Chest-<br />nut Street, on my way to see a prospect. Suddenly I felt<br />someone tapping me on the shoulder. I turned around and<br />faced a gentleman whom I had never seen before. "Is your<br />name Earl Prevette?" he inquired. "Yes," I replied. "Are you<br />originally from North Carolina?" "That's right!" I said. At<br />this juncture he extended his hand very graciously and in-<br />troduced himself as George Peabody, Jr., an attorney-at-law<br />from Boston, Massachusetts. Still this did not mean much<br />to me. Then he told me that my uncle, Henry Slater of Prov-<br />idence, Rhode Island, and more recently of Boston, Massa-<br />chusetts, had passed away and that his law firm Peabody,<br />Peabody, and Peabody had been appointed the administra-<br />tors of his estate. He also informed me that, in going over<br />the will of the late Henry Slater, his firm had discovered<br />that I had been named as one of the beneficiaries. He said<br />that a sizable sum of money was waiting for me in Boston<br />and that his firm was prepared to make a settlement with<br />me.<br />Without further ado, he suggested that I should journey<br />to Boston with him in order to claim my inheritance. Soon<br />we were on the train, and, upon our arrival in Boston, I made<br />an appointment to call on his law firm the following morn-<br />ing.<br /><br /> <br />I arose early the next morning. It was one of those beau-<br />tiful spring mornings in Boston. The sky was clear and<br />flooded with bright sunshine. The air was crisp, fresh, and<br />fragrant. It was a most invigorating day, and I was thrilled<br />and exhilarated. I was walking on air, all aglow with the<br />hope and expectation of what was soon to be realization.<br />Exactly at 9 o'clock I was in the Old Colony Bank and<br />Trust Building, on my way to keep my appointment with<br />the law firm of Peabody, Peabody, and Peabody and claim<br />my legacy. The receptionist at the office of the law firm was<br />very gracious and most accommodating. In a moment Mr.<br />George Peabody, Jr., came forward and greeted me with a<br />most cordial and pleasant, "Good morning."<br />Immediately he escorted me into the office of Mr. George<br />Peabody, Sr., who was the titular head of the law firm. Of<br />course he was very delighted to see me and to realize that<br />I was the nephew of his old friend and colleague, the late<br />Henry Slater. After a few remarks that established my iden-<br />tity securely in his mind, he said that my uncle, Henry<br />Slater, had willed me quite a sizable sum of money, and that<br />his firm was now ready to give it to me, after I had signed<br />a few routine papers. Indeed, I was most happy to sign those<br />papers as a token of my sincere gratitude. After I had signed<br />all the necessary papers, Mr. Peabody called his secretary<br />and asked her to draw a check to my order. This she did.<br />Then he asked me if I would like to cash the check in Boston<br />before returning to Philadelphia. This I thought a splendid<br />idea. He called his son, George Jr., to take me down to the<br />first floor, where the Old Colony Bank and Trust Company<br />was located. There, George, Jr. introduced me to Mr. Jerome<br />Knickerbocker, the cashier, who said he would be glad to<br />give me the cash when I had endorsed the check.<br />I endorsed the check, and Mr. Knickerbocker asked me<br />how I would like to have the money. I told him that I would<br />like to have it in thousand-dollar bills. He walked over to<br /> <br />the vault and casually brought back 100 thousand-dollar<br />bills. He counted them out one by one, deliberately and care-<br />fully. I put these 100 thousand-dollar bills into an envelope<br />and thanked Mr. Peabody and Mr. Knickerbocker very gra-<br />ciously for their splendid courtsey and co-operation. I picked<br />up the envelope containing the one hundred thousand dol-<br />lars and placed it very carefully and securely in my inside<br />coat pocket. Just as I turned to leave the bank, lo and behold,<br />I stubbed my toe and woke up!Anonymousnoreply@blogger.com0tag:blogger.com,1999:blog-6714236931053683977.post-28047424239206864472007-03-02T01:18:00.000-08:002007-03-02T01:21:45.042-08:00IntroductionAT THE BEGINNING of our thinking together on this most<br />timely subject, The Power of Creative Selling, I only<br />regret that it is impossible for me to be in your home or<br />office, to discuss with you, face to face, what I have writ-<br />ten. However, in preparing this book, I have taken you<br />into my complete confidence. My purpose has been to vis-<br />ualize myself in your shoes.<br />I realize that many books on selling are dull and uninter-<br />esting. In fact, you grow tired and weary trying to read<br />them. I have therefore asked myself many times: Is what<br />I am writing interesting? Is it instructive? Is it inspiring? Is<br />it getting over the right idea? Every idea advanced in this<br />book has one objective in view: your interest. Will it stim-<br />ulate you? Will it instruct you? Will it inspire you? Will it<br />increase your understanding? Will it contribute to your<br />growth? Will it help you to be a bigger man and a better<br />salesman?<br />Creative selling is both a science and an art. The science<br />teaches you what to do, and the art teaches you how to do<br />it. Creative selling is the ability and art of increasing the<br />satisfaction of the prospect by convincing him that the thing<br />you want him to buy will best fulfill his needs and desires.<br />In fact, it is creating a want that did not exist before.<br />Creative selling is an individual accomplishment. It em-<br />braces you and the power within you to think and to create.<br />These qualities and attributes are individual, and no one b<br />you can develop them. Therefore, my purpose is to help you<br />to develop them by drawing on the latent forces within you.<br />During the past 42 years it has been my good fortune to<br />talk to thousands of people in all kinds of business, in all<br />walks of life, in all kinds of places, and under all conditions.<br />In that time, I have sold both tangibles and intangibles by<br />every conceivable selling method. I have been able to com-<br />bine first-hand knowledge with experience and to make a<br />first-hand study of the actions and reactions of people. I<br />have studied their behavior, and this has given me an in-<br />sight into their temperaments, dispositions, ambitions, as-<br />pirations, attitudes, likes, dislikes, wants, and desires.<br />Combining all this information, I have incorporated the best<br />parts of it in this blog.<br />The Power of Creative Selling is more than a blog. It is<br />an entirely new plan of selling, setting forth proven meth-<br />ods for creating more sales, earning a larger income, and<br />enjoying more peace of mind. It is not the work of a theorist<br />in an Ivory Tower, but of a stern realist who has encountered<br />all the problems and heartaches that you are encountering,<br />and who has solved many of the situations that are perplex-<br />ing you at this very moment. In my years of experience,<br />combined with reading, analyzing, and researching, I have<br />learned what is necessary to influence people to buy—plus<br />what it takes to keep them as friends.<br />It is impossible to put in the Introduction the many things<br />this book can do for you. To do so would be to incorporate<br />the context itself, because every page has a message. If you<br />will read what follows and apply to your own life the<br />powerful principles set forth, you will have a workable plan<br />of creative selling that will really get results and enable<br />you to sell anythinAnonymousnoreply@blogger.com0