Sales Tips from his book
Quiz yourself by thinking what should be in
each of the black spaces below before clicking
on it to display the answer.
Help!
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| show | Hyper Hethe.
Enthusiastic!
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| 1st step to becoming enthusiastic | show 🗑
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| Why act enthusiastic? | show 🗑
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| show | Making lots of calls.
Seeing the people.
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| show | Keep records of your calls.
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| what happens if you don't keep records of your calls? | show 🗑
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| When is selling easy? | show 🗑
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| show | You can't make a sale 'til you write the order.
You can't write the order till you have a sales interview.
You can't have a sales interview 'till you make the call!
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| show | Making CALLS!
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| How to get organized: | show 🗑
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| What do you do in your Self-Organization Day? | show 🗑
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| How long is self organization day? | show 🗑
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| Few men will ever be successful who... | show 🗑
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| show | Names of the people we plan on seeing for the week. Must be turned over to us in advance of each weeks work.
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| Successful men are: | show 🗑
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| show | the schedule of the week which you devote an entire day's morning to each week.
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| show | A Numbers Game
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| The most important secret of salesmanship | show 🗑
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| show | Make them want to do it.
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| When you show a person what he wants... | show 🗑
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| Treat each interview... | show 🗑
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| How to do well in the interview... | show 🗑
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| show | A - Points this person wants to cover.
B - Cover them in logical order.
C - Be brief and stay on the MAIN point.
---Have them every time you go to a meeting, on a phone call, be brief, stay on point.
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| EXPLODE Dynamite! And why? | show 🗑
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| Two Factors move men to action. | show 🗑
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| show | "Assistant buyer in charge of ________"
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| One liner for confidence building before proposal of something... | show 🗑
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| One liner for confidence building in relation to benefits... | show 🗑
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| show | your listener's ability...
"They have confidence in you, ____________ ... isnt' that right?"
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| show | The listener's point of view.
Put YOU in the interview.
Speak in terms of wants, needs, desires.
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| Two things that questions will do for you: | show 🗑
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| 6 things questions help you gain | show 🗑
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| Question to avoid making position based statements: | show 🗑
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| Most important part of the interview sales call | show 🗑
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| Questions to ask yourself about the prospect | show 🗑
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| show | One that sounds good, and a real one.
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| show | "In addition to that..."
...isn't there some other reason why you've never bought ___________?
...isn't there something else in the back of your mind?
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| show | 1 - Why?
2 - In addition to that... ?
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| Purpose of making a call | show 🗑
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| How will you find the key point of interest? | show 🗑
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| show | Feel. Felt. Found.
I know exactly how you feel.
I felt the same way.
Let me tell you what I found.
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| Best way to win and hold the confidence of others | show 🗑
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| Way to gain confidence of others | show 🗑
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| show | Nobody should wear same suit two days in a row. Trousers hung straght (not folded on the cross bar) so creases disappear. Frequent pressing takes animal life out of the cloth.
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| show | but they make up 90% of what they see of him.
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| Most important step in the sale... and it's purpose. | show 🗑
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| show |
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| show | purchase the time you need to tell your complete story... pitch... benefit.
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| have list of 4 approaches... use and reuse | show 🗑
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| Good and Bad approaches have... | show 🗑
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| Success of the approach usually determines where you stand in the mind of the prospect... | show 🗑
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| Appointments (3 points) | show 🗑
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| show | frequently the real reason is that he has lost interest and enthusiasm for his own sales story
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| To be a sales star you have to | show 🗑
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| show | Immediately after you've made one; all the things you should have said are fresh in your mind. Write them down immediately!
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| show | Write it out word for word. Keep on improving it. Read it and reread it. Read it out loud. Keep on reading it until you know it... but don't memorize it. Try it out on a salesperson. GIVE IT TILL YOU LOVE IT!
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| How to let a customer help you make the sale | show 🗑
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| Never forget a customer... | show 🗑
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| Best time to follow up on a referral: | show 🗑
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| After a referral is given | show 🗑
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| prospecting is like shaving | show 🗑
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| 3 Closing points for the close: | show 🗑
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| Successful sales goes in 4 steps | show 🗑
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| show | Good summary affords the best basis for climax in selling. Be brief (holding a burning match). Magic Phrase: "How do you like it?". "Why?...In addition to that..."
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| Discipline yourself... | show 🗑
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| Failures mean nothing at all... | show 🗑
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Created by:
relationshipally
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