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One Idea Can Make A Big Difference
I just did it again.
I reread one of the best sales books ever written for the sixth time. It's a classic book on sales.
I've got so many notes in this book I can barely read the type on the pages. The title of the first chapter is, "How One Idea Multiplied My Income And Happiness." This guy really knows how to grab and hold your attention. Here's his powerful and provocative idea.
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TOP SHELF TIP NO. 17
"Don't worry about people stealing your ideas. If your ideas are any good, you'll have to ram them down people's throats."
Howard Aiken, American scientist, 1900-1973 | |
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"Nothing but the determination to act enthusiastic increased my income 700 percent in 10 days!" Your enthusiasm really does make a difference, so you'd better have it with you during every sales call.
Notes From The Book
I'd like to share some of the things the author said in his book: He said, "When I force myself to be enthusiastic, I soon feel enthusiastic."
He felt no one was cut out to be a salesperson. He said, "You have to cut yourself out to be whatever you want to be." That's right and it's also brilliant -- so don't forget it.
He said, "The most important secret of salesmanship is to find out what the other fellow wants, then help him find the best way to get it."
He used the word "You" and "Your" as often as 69 times in a 15 minute sales call.
He discovered the most important word to use in sales had only three letters - "Why." He used that word often when dealing with objections. He goes into some detail about this in chapter 11.
He talked about a daily ritual he performed and got these results, "I became more welcome everywhere, when I did this." How would you like to do one little thing and become more welcome everywhere you went? That's a no-brainer!
When faced with objections he often said, "In addition to that, isn't there something else in the back of your mind?" Imagine what you could learn about your customer when you ask this question. Naturally, you'd learn what the real objection is.
He also believes, "By concentrating on one thing at a time, you will get further with it in one week than you otherwise would in a year." This is a great time management tip.
He said, "A sales person cannot know too much, but he can talk too much." This guy knows what he's talking about.
He pondered, "Have you ever noticed that the breaks seem to go with the person who has a sincere, enthusiastic smile?"
He also said, "Give every living soul you meet the best smile you ever smiled in your life, even your spouse and children, and see how much better you feel and look. It's one of the best ways I know to stop worrying and start living." Hey, how good is this advice - stop worrying and start living?
He devoted an entire section, five full chapters, of his book describing ideas on "How to make people want to do business with you." This is a must read if you're in sales.
Well, you'd probably like to know the author's name and here it is. Frank Bettger wrote, How I Raised Myself From Failure To Success In Selling. It's a classic sales book with more 700,000 copies sold.
Each time I read his book I take away another good idea. This time I was blown away by Chapter 32 titled, "An Amazing Closing Technique I Learned From A Master Salesman."
This takes "Closing the Sale" to a totally different level! This one idea can change your selling results forever -- it's that good.
--Source: Jim Meisenheimer, creator of the No-Brainer Sales Training Program and author of five books, including "47 Ways To Sell Smarter." | |
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Copyright 2005-2007 Promotional Consultant Today. All Rights Reserved. |
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