"Closing the sale: Action." quotes of the Week #13 - 6th Round

Sunday:

"You can get everything in life you want if you will just help enough other people get what they want."

Zig Ziglar

Monday:

"Be slow to commit and quick to deliver."

Source

Tuesday:

"Don't sell - SOLVE!"

Source

Wednesday:

"First, remember that closing starts at the very beginning of the sale." Good closers make good salespeople, and that requires pre-qualifying the customer needs, the salesperson knows what the customer is looking for, and will know ho to sell to that individual.

http://www.moneyinstructor.com/art/saleclose.asp

Thursday:

"Secondly, The objective is to do a litmus test to see if you still have the customer's undivided interest in how your products can help meet their needs. A few questions one might ask at this point are:

- Based on what I've told you so far, is there anything that concerns you that you would like me to address so we can move on from here?

- How does what I have told you compare to your current situation? Do you believe that we have a solution that would positively impact your company?

- What are the three things you are looking for that will drive you to change the way things you are doing now?

http://www.moneyinstructor.com/art/saleclose.asp

Friday:

"Third, as you are in the Education phase of the sale, you are in a unique position in which you are no longer asking as many 'need-identification' questions, and are instead educating your client as to how your product or service will provide value to their organization. The questions you should be asking during the Education phase are 100% closing questions such as:

- Can you see how our products/services can drive value to your organization?

- What are are thought about what we have discussed so far? Do you have questions I can answer for you? (When the customer has questions, that is a sign that they are still interested)

- What are the key deciding factors for you in changing product/service lines?

- What concerns, if any, do you have after I have shown you how our products/services can help you?

The answer to this questions will help you move to the Validation part of the sales cycle.

http://www.moneyinstructor.com/art/saleclose.asp

Saturday:

"Validation of the customer's comfort level in making switch to your company's products and services is one the most critical elements of the sale. This porting of the sale gives you the opportunity to ask "What Else Closes", which may include:

- What else do you need to know to help you make a final decision?

- What else?

- What else?

Keep asking "What else? until the customer says "I can't think of anything else right now. This is your opportunity to address their concerns or questions one by one. The 'What Else Close' helps you narrow down 'what else' might be on the customer's mind that they have not yet discussed with you. This close is quite effective in listing out each of the customer's concerns, and then addressing them from the beginning to confirm in the customer's mind that they are making the right buying decision in choosing your products.

http://www.moneyinstructor.com/art/saleclose.asp

Finally, the close. This should be simply getting the contract signed and sent back to you. If you have done all your homework up front 'pre-qualifying' to 'what else', the final close is a matter of receiving the contract that will drive your revenue and help your customers meet their needs! "

http://www.moneyinstructor.com/art/saleclose.asp

"Serving and prospecting." quotes of the Week #12 - 6th Round

Sunday:

"Prospecting is the lifeblood for the fulfillment of your why."

John Di Lemme, Network Marketing Trainer and Coach

Monday:

"A sale is not something you pursue, it's what happens to you while you are immersed in serving your customer."

Anonymous

Tuesday:

"Praise out of season, or tactlessly bestowed, can freeze the heart as much as a blame."

Pearl S. Buck

Wednesday:

"You can only govern men by serving them. The rule is without exception."

Victor Kiam

Thursday:

"News is like food: it is the cooking and serving that makes it acceptable not the material itself."

Rose McCaulay

Friday:

"Dwell upon the brightest parts in every prospect... and strive to be pleased with the present circumstances."

Abraham Tucker

Saturday:

"A merchant who approaches business with the idea of serving the public well has nothing to fear from the competition."

James Cash Penney

"Remember Faces & Names." quotes of the Week #11 - 6th Round

Sunday:

REPEAT: "Respond to the name with 'Hello, Bill' (taking care to substitute the person's actual name for 'Bill'.)

Source

Monday:

USE: "Say something to the person immediately, using the name you just learned: 'Bill, your are working on Metronome, as I recall. Was that your team that saved our necks last month.?"

Source

Tuesday:

"If you want to win friends, make it a point to remember them. If you remember my name, you pay me a subtle compliment; you indicate that I have made and impression on you. Remember my name and you add to my feeling of importance."

Dale Carnegie

Wednesday:

"The Name-Faced method for remembering a person's name includes 5 simple steps. Here they are:

1. Get the name.

2. Make the name concrete.

3. Find a distinctive feature on their face.

4. Make a mental picture connecting the name with the face.

5. Review the association.

Source

Thursday:

"Evaluate - Is there something unique about this person? Do they look like anyone I know? Do I know others with their same name? I'm focusing on first name here, though a unique last name can be really helpful too. Or a last name that rhymes with their first name. Or the same first letter. Try to picture the name. I actually think about typing the name on my computer keyboard and it helps me remember it. I evaluate where on the keyboard each letter is."

View Source

Friday:

"Ask questions - I like to get to know the person a little more, so I ask some questions of the person. Where they're from, what they do, what they're looking forward to about the conference. Something interesting about them. This is also a great opportunity to repeat their name a few more times, to keep it in my head."

View Source

Saturday:

"Deliver them to someone else - If you can introduce someone to somebody else and use their correct name (pronounce the last name too if you think you have it) and a few cool things about them (this is where your questions come in), you can remember someone forever... and you can be memorable to them. Deliver the other person with a smile, a nod, a handshake, a hug, whatever makes you (and them) comfortable."

View Source

Extra:

"Smile and walk away - Now that you've learned someone's name, and a little bit about them, and introduced them to someone else, now is the perfect time to meet the next person. Just smile and walk away, knowing you've made another connection, and you've connected your new acquaintance to another new person too."

View Source

"Smile: Happiness." quotes of the Week #10 - 6th Round

Smile. It is a simple act, but sometimes takes a lot of effort. A smile can cause boundaries to melt, hearts to warm up, and distances to reduce. Why don't we smile more often? Is it too tough to smile? The answer lies in our attitude towards life. If we are more accepting of situations, we will be able to smile more easily. Always wear a smile. Remember, without your smile, your attire is incomplete.

Souce:http://quotations.about.com/od/funnyquotes/a/smile.htm

Sunday:

"A smile is a curve that sets everything straight."

Phyllis Diller

Monday:

"Every time you smile at someone, it is an action of love, a gift to that person, a beautiful thing."

Mother Teresa

Tuesday:

"We tend to forget that happiness doesn't come as a result of getting something we don't have, but rather of recognizing and appreciating what we do have."

Frederick Keoniq

Wednesday:

"The Constitution only guarantees the American people the right to pursue happiness. You have to catch it yourself."

Benjamin Franklin

Thursday:

"Most people would rather be certain they're miserable, than risk being happy."

Robert Anthony

Friday:

"If you have nothing else to do, look about you and see if there isn't something close at hand that you can improve! It may make you wealthy, though it is more likely that it will make you happy."

George Matthew Adams

Saturday:

"Happiness is nothing more than good health and a bad memory."

Albert Schweitzer

"Appreciation & Praise." quotes of the Week #9 - 6th Round

Sunday:

"Appreciate everything your associates do for the business. Nothing else can quite substitute for a new well-chosen, well-timed, sincere words of praise. They're absolutely free and worth a fortune."

Sam Walton

Monday:

"Admonish your friend privately, but praise them openly."

Publilius Syrus

Tuesday:

"Few people have the wisdom to prefer the criticism that would do them good, to the praise that deceives them."

Francois de la Rochefoucauld

Wednesday:

"A heap of epithets is poor praise: the praise lies in the facts, and in the way of telling them."

Jean de la Bruyere

Thursday:

"If you treat an individual... as if he were what he ought to be and could be, he will become what he ought to be and could be."

Johan Wolfgang Von Goethe

Friday:

"Make it a habit to tell people thank you. To express your appreciation, sincerely and without the expectation of anything in return. Truly appreciate those around you, and you'll soon find many others around you. Truly appreciate life, and you'll find that you have more of it."

Ralph Marston

Saturday:

"Feeling appreciated is one of the most important needs that people have. When you share with someone your appreciation and gratitude, they will not forget you. Appreciation will return to you many times."

Steve Brunkhorst

Frank Bettger wrote one of the best book on selling ever! It’s called How I Raised Myself From Failure To Success In Selling. He describes how he was on the verge of giving up on a career in sales. He found himself deep in despair. Then he started to discover these secrets, one by one.

Ben Franklin chose thirteen virtues that he wanted to make daily habits. Frank Bettger, the pro baseball player turned salesperson, practiced these thirteen secrets to turn his sales career around.

So here are Frank Bettger’s Thirteen Secrets To Success In Sales:

#1 – Enthusiasm
If you don’t FEEL enthusiastic, ACT enthusiastic. Soon, you’ll BE enthusiastic. Double your enthusiasm and you’ll probably double your income.

#2 – Order (self-organization)
Set aside time to plan how you will spend your time. Think about what’s most important. Then do those things first.

#3 – Think in terms of others’ interests
Find out what your prospect wants. Show him or her how to get it.

#4 – Questions
Questions get you further than comments. Let your prospect talk while you discover his or her wants.

#5 – Key issue
Find the prospect’s basic need or main interest. Then focus solely on it! Ask “why” and “in addition to that” to discover the key issue.

#6 – Silence (listen)
Good listening works magic in selling. Listen intently intentionally!

#7 – Sincerity (deserve confidence)
If you don’t believe in what you’re selling, neither will your prospect. Give your prospect the service you would want.

#8 – Knowledge of my business
Keep your mind young by continuing to learn about your business.

#9 – Appreciation and praise
Show people you believe in them and expect great things. Don’t go overboard – just give them your honest appraisal.

#10 – Smile (happiness)
Smile your best smile at everyone you see. Think about all the things you have to be thankful for … and smile. The world will smile with you.

#11 – Remember names and faces
Take a mental photograph of the person’s name. Repeat it immediately in the conversation and then silently to yourself. Associate his or her name and profession.

#12 – Service and prospecting
Take care of them and they will take care of you. Follow-up on all leads immediately.
Set up for your next contact on this contact.

#13 – Closing the sale (action)
Proceed through the sales process – Attention, Interest, Desire, Close. Conclude your presentation with the magical question, “How do you like it?” Welcome objections. Don’t be afraid to ask for the money.

Source:

http://biggsuccess.com/bigg-articles/frank-bettgers-13-secrets-to-success-in-sales/

"Knowledge: Know your business." quotes of the Week #8 - 6th Round

Sunday:
"Knowledge is a process of pilling up facts; wisdom lies in their simplification."
Martin H. Fischer

Monday:
"To acquire knowledge, one must study; but to acquire wisdom, one must observe."
Marilyn vos Savant

Tuesday:
"Develop a passion for learning. If you do, you'll never cease to grow."
Anthony J. D'Angelo

Wednesday:
"If a man empties his purse into his head, no man can take it away from him. An investment in knowledge always pays the best interest."
Benjamin Franklin

Thursday:
"Be curious always, for knowledge will not acquire you; you must acquire it."
Sudie Back

Friday:
"A man is never astonished that he doesn't know what another does, but he is surprised at the gross ignorance of the other in not knowing what he does."
Haliburton

Saturday:
"Always acknowledge a fault. This will throw those in authority off their guard and give you an opportunity to commit more."
Mark Twain

"Sincerity." quotes of the Week #7 - 6th Round

Sunday:
"As you put into practice the qualities of patience, punctuality, sincerity, and solicitude, you will have a better opinion of the word around you."
Greenville Kleiser

Monday:
"Sincerity is an open of heart; we find it in very few people; what we usually see is only an artful dissimulation to win the confidence of others."
Francois de la Rochefoucauld

Tuesday:
"I can say with full sincerity that I am happy. I'm happy because I'm doing what I love and I'm not selling out."
Columbus Short

Wednesday:
"One of the hardest thing in this world is to admit you are wrong. And nothing is more helpful in resolving a situation that its frank admission."
Benjamin Disraeli

Thrusday:
"As the yellow gold is tried in the fire, so is sincerity testes in adversity."
Ovid

Friday:
"There is no greater delight than to be conscious of sincerity on self-examination."
Mencius

Saturday:
"It may be a shock when you realize the simple truth: Sincerity sells everything."
http://ezinearticles.com/?How-to-Build-Sincerity-in-Your-Ad-Copy&id=1962306

"Silence." quotes of the Week #6 - 6th Round

Sunday:
"The best salespeople are great listeners - that's how you find out what the buyer wants."
Larry Wilson and Spencer Johnson

Monday:
"Of all the skills of leadership, listening is the most valuable - and one of the least understood. Most captains of industry listen only sometimes, and they remain ordinary leaders. But a few, the great ones, never stop listening. That's how they get word before anyone else of unseen problems and opportunities."
Peter Nulty
National Business Hall of Fame Fortune Magazine

Tuesday:
"You have to be willing sometimes to listen to some remarkable bad opinions. Because if you say to someone, 'that's the silliest thing I've ever heard; get on out of here! - then you'll never get anything out of that person again, and you might as well have a puppet on a string or a robot."
John Bryan

Wednesday:
"Silence is a source of great strength."
Lao Tzu

Thursday:
"Do not speak unless you can improve the silence."
Proverb quotes

Friday:
"The most basic and powerful way to connect to another person is to listen. Just listen. Perhaps the most important thing we ever give each other is our attention... A loving silence often has far more power to heal and to connect than the most well-intentioned words."
Rachel Naomi Remen

Saturday:
"To silence another, first be silent yourself."
Latin proverb

"Silence." quotes of the Week #6 - 6th Round

Sunday:
"The best salespeople are great listeners - that's how you find out what the buyer wants."
Larry Wilson and Spencer Johnson

Monday:
"Of all the skills of leadership, listening is the most valuable - and one of the least understood. Most captains of industry listen only sometimes, and they remain ordinary leaders. But a few, the great ones, never stop listening. That's how they get word before anyone else of unseen problems and opportunities."
Peter Nulty
National Business Hall of Fame Fortune Magazine

Tuesday:
"You have to be willing sometimes to listen to some remarkable bad opinions. Because if you say to someone, 'that's the silliest thing I've ever heard; get on out of here! - then you'll never get anything out of that person again, and you might as well have a puppet on a string or a robot."
John Bryan

Wednesday:
"Silence is a source of great strength."
Lao Tzu

Thursday:
"Do not speak unless you can improve the silence."
Proverb quotes

Friday:
"The most basic and powerful way to connect to another person is to listen. Just listen. Perhaps the most important thing we ever give each other is our attention... A loving silence often has far more power to heal and to connect than the most well-intentioned words."
Rachel Naomi Remen

Saturday:
"To silence another, first be silent yourself."
Latin proverb

"All of us have the spark of leadership in us, whether it is in business, in government, or as a non-profit volunteer. The challenge is to understand ourselves well enough to discover where we can use our leadership gets to serve others"

"Discovering your authentic leadership requires a commitment to developing yourself. Like a musician and athletes, you most devote yourself to a lifetime of realizing your potential. Most people Kroger CEO David Dillon has seen become good leaders were self-taught.

"The advice I give to individuals in our company is not to expect the company to hand you a development plan. You need to take responsability for developing yourself."

Hardvard Bunisses Review
OnPoint Winter,2008

"Key Issue." quotes of the Week #5 - 6th Round

Sunday:
"The future belogs to those who see possibilities before they become obvious"
John Scully

Monday:
"You will find the key to success under the alarm clock."
Benjamin Franklin

Tuesday:
"Try to put well in practice what you already know. In so doing, you will, in good time, discover the hidden things you now inquire about."
Remy de Gourmont

Wednesday:
"So, how do you engage someone who is completely unfamiliar with what you do? The same way you engage a child. Simplify the concept, making connections to things in their realm of experience."
Lorraine Ball

Thursday:
"The key to a good life is to keep it simple, yet creating simplicity is such a complex issue."
Master Jin Kwon

Friday:
"A complaint is a gift. It is how you thank the giver of the gift that strengthens the relationship."
Antoinette Bisschoff

Saturday:
"I think that the quote 'What gets measured, gets done' is very dangerous but it encourages people to measure everything, rather than what's important. I prefer the quote "Not everything that counts can be counted and not everything that is counted counts."
Jonathan

The Social Organization

View more documents from Susan Scrupski.

"Questions: Cultivate the art of asking questions." quotes of the Week #4 6th Round

Sunday:
"The most serious mistakes are not being made as a result of wrong answers. The truly dangerous thing is asking the wrong questions"
Peter Drucker

Monday:
"To raise new questions, new possibilities, to regard old problems from new angle, requires creative imagination and marks real advence in science."
Albert Einstein

Tuesday:
"Effective questioning brings insight, which fuels curiosity, which cultivates wisdom."
Chip Bell

Wednesday:
"There is no such thing as a worthless conversation, provided you know what to listen for. And questions are the breath of life for a conversation."
James Nathan Miller

Thursday:
"We do not grow by knowing all of the answers, but rather by living with the questions."
Max De Pree

Friday:
"The art and science of asking questions is the source of all knowledge."
Berle, Adolf

Saturday:
"Perhaps the very question that you can memorize and repeat, over and over, is, 'What is the most valuable use of my time right now?'."
Brian Tracy

"Think of other's interests" quotes of the Week #3 5th Round

Sunday:

"Listen with regard when others talk. Give your time and energy to others; let others have their own way; do things for reasons other than furthering your own needs."

Larry Scherwitz

Monday:

"Since you get more joy out of giving joy to others, you should put a good ideal of thought into the happiness that you are able to give."

Eleanor Roosevelt

Tuesday:

"What we have done for ourselves alone dies with us; what we have done for others and the world remains and is immortal."

Albert Pike

Wednesday:

"Unless we thing of others and do something for them, we miss one of the greates sources of happiness."

Ray Lyman Wilbur

Thursday:

"No person was ever honored for what he received. Honor has been the reward for what he gave."

Calvin Coolidge

Friday:

"We should give as we would receive, cheerfully, quickly, and without hesitation; for there is no grace in a benefit that sticks to the fingers."

Seneca

Saturday:

"The way you get meaning into your life is to devote yourself to loving others, devote yourself to your community around you, and devote yourself to creating something that gives you purpose and meaning."

H. Jackson Brown Jr.

"Order" quotes of the Week #2 4th round

Sunday:

"Let all things be done decently and in order."

Bible

Monday:

"Why should I memorize something when I know where to find it."

Albert Einstein

Tuesday:

"Out of clutter, find simplicity..

from discord find harmony...

in the middle of difficulty lies opportunity."

Albert Einstein

Wednesday:

"Accept th fact that we cannot rely too much on memory. The human mind is exposed to a deluge of information every day. As a result the mind applies a filtering process so only a proportion of what we see and hear is retained in our minds. So instead of depending on our selective memory why not depend on a piece of paper"

Source

Thrusday:

"Each time you tell somebody to do something or when somebody like your boos asks you to do something write it down in your book along with the date and the time. Do not be afraid of being thought about as a person with a very poor memory. It won't be long before people start thinking of you as a highly organized person."

Source

Friday:

"Use the backside of business cards to help your memory. The best thing is to jot down a few points about the person and probably the reason for meeting him or her and the place as well. This will certainly lessen the load on your memory centre. Be sure not to do it in front of the person."

Source

Saturday:

"Plan what you have to do in advance. It is a good idea to have daily, weekly, and monthly, plans for your business and yourself."

Source

"Have a fixed timetable. It may seem kind of mechanical but it would be wonderful if you could have a fixed time for everything and try to stick religiously to the time table. Believe me it really helps because in that way you will have time for everything and everything can be done in the time allowed for it"

Source

"Enthusiasm" quotes of the week #1.4th round

Sunday:

"Are you bored with life? Then throw yourself into some work you believe in with your heart, live for it, die for it, and you will fin happiness that you had thought could never be yours."

Dale Carnegie

Monday:

"Success is getting what you want. Happiness is wanting what you get."

Dale Carnegie

Tuesday:

"Develop success from failures. Discouragement and failure are two of the surest stepping stones to success."

Dale Carnegie

Wednesday:

"Don't be afraid to give your best to what seemingly are small jobs. Every time you conquer one it takes you that much stronger. If you do the little jobs well, the big one will tend to take care of themselves."

Dale Carnegie

Thursday:

"Happiness doesn't depend on any external conditions, it is governed by our mental attitude."

Dale Carnegie

Friday:

"Enthusiasm releases the drive to carry you over obstacles and adds significance to all you do."

Norman Vincent Peale

Saturday:

"Dreams get you into the future and add excitement to the present."

Robert Conklin

"Closing the sale: Action" quotes of the week #12.3rd round

The approach is the most difficult step in the sale!!

Sunday:

Prospect :"They dislike salesmen who keep them in suspense about who they are, whom they represent, and what they want. They resent in violently if a salesman uses subterfuge, attempts to camouflage, or gives a false impression of the nature of his business or the purpose of his call. They admire the salesman who is natural, sincere, and honest in his approach, and who comes right to the point about the purpose of his call."

Frank Bettger

Monday:

"If the salesman calls without an appointment, they like him to ask if it is convenient to talk now, rather than start right off on a sales talk."

Frank Bettger

Tuesday:

"There is little use telling a sales story to a prospect who hasn't first been sold on the importance of listening to you. So use the first ten second on every call to purchase the time you need to tell your complete story. Sell the interview, before you attempt to sell the product."

Richard (Dick) Borden

Wednesday:

"If you indicate that you want to sell him something that will cost him money, you are virtually telling him that you want to increase his problems. He is already worrying about how to pay all the bills in his desk drawer, and how to hold down his expenses. If you want to discuss some vital problem of his, he is anxious to talk with an open mind about any idea that may help him solve that problem."

Frank Bettger

Thursday:

"The best approach I ever found was to first find out about a prospect's hobby, and then talk about that hobby."

Frank Bettger's friend

Friday:

"In may of 1945, I was in Enid, Oklahoma. While there, I heard of a retail shoe salesman named Dean Niemeyer, who had just established what may have been a world's record by selling 105 pairs of shoes in one day. Each sale was a separate, individual sale, made to 87 women and children. Here was a man I wanted to talk to, so I went around to the store where Mr. Niemeyer worked and asked him how he did it. He said: 'It is all in the approach. A customer is either sold or missed by the way she is approached at the front door.'"

Frank Bettger

Saturday:

"Sell yourself first! I've found that what I do in the approach usually determines where I stand in the mind of the prospect: 'order taker' or 'adviser.' If my approach is right, then when I give my sales presentation I am master of the interview. If I fail in the approach, the prospect is master of the interview."

Frank Bettger

"Service and prospecting" quotes of the week #11.3nd round

Sunday:

"Try not to become a man of success but rather try to become a man of value."

Albert Einstein

Monday:

"Do not be like servants who serve their master expecting to receive a reward; be rather like servants who serve their master unconditinally, with no thought of reward."

Antigonus of Sokho

Tuesday:

"Service is what life is all about."

Marian Wright Edelman

Wednesday:

"I have always been delighted at the prospect of a new day, a fresh try, one more start, with perhaps a bit of magic waiting somewhere behind the morning..." Joseph Priestley

Thursday:

"Fish where the fish are."

Chuck Lamb

Friday:

"The luck of having talent is not enough; one must have a talent for luck"

Hector Berlioz

Saturday:

"The only thing that overcomes hard luck is hard work"

Harry Golden

"I am a great believer in luck, and find the harder I work the more I have of it"

Thomas Jefferson

"Remember faces and names" quotes of the week #10. 3rd round

Sunday:

"I found that I had much less difficulty remembering names and faces when I remembered these three things which all the experts teach: 1. Impression. 2. Repetition. 3. Association. If you have any difficulty remembering these three rules, as I did, here's a simple little idea that made it impossible for me to to forget them. I just thought of the name Ira. I-R-A are the first letters of these three words."

Frank Bettger

Monday:

"Impresion. Psychologist tell us that most of our memory troubles are really not memory troubles at all; they are observation troubles. I became so much impressed with the importance of this first rule that I began thinking of it as an unpardonable discourtesy if I failed to listen attentively and get a name correctly. So the first thing that helped me to remember names and faces was to forget myself, and concentrate as hard as I could on the other person, his face, and his name. This helped me overcome self-consciousness when I meeting strangers. I was surprised how much less difficulty I had in remembering names and faces, when I made a real effort to observe a man's face and get a clear, vivid impression of his name"

Frank Bettger

Tuesday:

"Do you ever forget a stranger's name within ten seconds after being introduced to him? I do, unless I repeat it several times quickly while it is fresh in my mind. We can repeat his name immediatly: 'How do you do, Mr. Musgrave'. Then during the conversation, it helpes me a lot if I use his name in some way: 'Where you born in Des Moines, Mr. Musgrave?' If it is a difficult name to pronounce, it's better not to avoid it. Most people do that. If I don't now how to pronounce a name, I simply ask: "Am I pronouncing your name correctly? I find people are glad to help you get their name right. If other people are present they are glad too; it makes it easier for them to understand the name and remember it."

Frank Bettger

Wednesday:

"Likewise, if you want to make sure that he remembers your name, you can usually find an opportunity to repeat your own name - perhaps somwthing like this: "... and he said to me, 'Mr. Bettger, we've just had one of the best years'. Frequently, after I've left a man, I write his name down at the first opportunity. Just seeing the name written out is a big advantange."

Frank Bettger

Thursday:

"In meeting groups, try to get three or four names at a time, and take a few moments to assimilate them before trying the next group. Try to form a sentence of some of their names, to fasten them in your mind. Example: last week at a dinner, where I identified about fifty in a group of men and women, the guests at one table were introduced by the toastmaster. The following names were called: "Castle"... "Kammerer"... "Owens"... "Good-win"... "Keiser". This was duck soup for making up a sentence, and when identifying the audience later, I showed them the power of association with the following: "It brings back a picture of Word War I. The Kaiser Owned a Castle. The Camara showed it was a Goodwin... These are very effective ans stay with you a long time. They are not always so made to order, but if you are on the alert for them, it is surprising how ofter they occur. In groups of one or two, many puns are easilu brought to mind, which hold the impression for you."

Mr. Strathmann

Friday:

"I used this idea to advantage just recently. I met with a committee of four dentist. The chairman, Dr. Howard K. Mathews, introduced me. He said: 'Mr. Bettger, shake hands with Dr. Dolak, Dr. Green, and Dr. Hand.' As I shook hands, I imagined the discipline St. Matthew had returned to life as a prominent dentist, and was serving as chairman of this committee. Dr. Mathews lacked the dough, but Dulak had plenty of the Green stuff in his Hand. I find these pictures stay with me a long time."

Frank Bettger

Saturday:

"Have you ever been embarrassed by being unable to introduce people, because someone's name escaped you momentarily? First: Don't be overanxius. And the best thing is to laugh it off and admit franklin that I must be panicking. "I never forget a face, but in your case I'll make an exception. Second: Whenever you pass someone you know, call him by name. Third: Whenever posible, take time beforehand to become familiar with a name. Memory experts do this. Before speaking at a luncheon or dinner, they obtain a membership list of the organization and study the names and businesses."

Frank Bettger

"Smile: Happines" quotes of the week #9.3rd round

Sunday:

"Action seems to follow feeling, but really action and feeling go together; and by regulating the action, which is under the more direct control of the will, we can indirectly regulate the feeling, which is not."

William James

Monday:

"Before entering a man's office I would pause for an instant and think of the many things I had to be thankful for, work up a great big, honest-to-goodness smile, and then enter the room with the smile just vanishing from my face. It was easy then to turn on a big, happy smile. Seldom did it fail to get the same kind of smile in return from the person I met on the inside. When Miss Secretary went in to the boss and announced me, I feel sure she reflected some part of the smiles we'd exchanged in the outer office, for she would usually come back still wearing that smile."

Frank Bettger

Tuesday:

"There is no other weapon in the whole feminine armory to which men are so vulnerable as they are to a smile... It is a thousand pities that women put no stress on cheerfulnes as either a virtue or a duty, because there is no other quality that goes so far toward making marriage a success and keeping a husband nailed to his fireside. There is no man who doesn't hasten his footsteps to his own home at night if he knows he is going to find in it a woman whose smile makes sunshine within it."

Dorothy Dix

Wednesday:

"Give every living soul you meet the best smile you ever smiled in your life, even your own wife and children, and see how much better you feel and look. It's one of the best way I know to stop worrying, and start living. When I began doing this, I found I became more welcome everywhere."

Frank Bettger

Thursday:

"So many languages in the world, and a smile speaks them all."

Anonymous

Friday:

"Start everyday day off with a smile and get it over with."

W. C. Fields

Saturdary:

"Your smile is your first introduction."

Anonymous

Winning friends.

"If you would win a man to your cause, first convince him that you are his sincere friend. Therein is a drop of honey that catches his hear, which is the high road to his reason, and which, when once gained, you will find but little trouble in convincing his judgment of the justice of your cause, if indeed that cause be a just one."

Abraham Lincoln

"Appreciation & Praise; quotes of the week #8.3rd round

Sunday:

"Praise your competitors."

Frank Bettger

Monday:

"I will speak ill of no man - and speak all the good I know of everybody."

Benjamin Franklin

Tuesday:

"I shall never again want anything I'm not entitled to; it cost too much."

Frank Bettger

Wednesday:

"In doing what we ought we deserve no praise."

Latin Proverb

Thursday:

"Never neglect the little things. Never skimp on that extra effort, that additional few minutes, that soft word of praise or thanks, that delivery of the very best that you can do. It does not matter what other thinks, it is of prime importance, however, what you think about you. You can never do your best, which should always be your trademark, if you are cutting corners and shirking responsabilities. You are special. Act it. Never neglect the little things."

Og Mandino

Friday:

"A refusal of praise is a desire to be praised twice."

Francois de la Rochefoucauld

Saturday:

"You'll seldom experience regret for anything that you've done. It is what you haven't done that will torment you. The message, therefore, is clear. Do it! Develop an appreciation for the present moment. Seize every second of your life and savor it. Value your present moments. Using them up in any self-defeating ways means you've lost them forever."

Wayne Dyer

A cool company needs hot groups.

Teams may be ground zero for innovation at most companies, but they start with individuals. I'm sure you've got plenty of extraordinary people in your organization. Match them to projects, challenge them, and give them a chance to blossom, and I think you'll be surprised at the results. There's nothing like a hot team to get the job done.

The art of innovation by Tom Kelley with Jonathan Littman

"Knowledge" quotes of the week #7.3rd round

Sunday:

"I like to do business with the fellow who informs himself about his own business, who can tell exactly what he has that I can use, and goes at his work without wasting my time or his. I like the man with useful ideas, the man who can show me how to get more goods or better goods for the same amount of money. He helps me handle my job to the satisfaction of my employers. I try to favor any salesman who is absolutely honest about his good, and who sees their limitations as well as their virtues. I have never had a misunderstanding with such a man." Frank Taylor

Monday:

"This is the age of the specialist. Charm and good manners are worth up to $30 a week. After that, the pay-off is in direct ration to the amount of specialized know-how in a fellow's head."

Billy Rose

Tuesday:

"Anyone who stops learning is old - whether at twenty or eighty. Anyone who keeps learning stays young. The greatest thing in life is to keep your mind young."

Henry Ford

Wednesday:

"A man's errors are his portals of discovery."

James Joyce

Thurday:

"Knowledge is not enough; we must apply. Willing is not enough; we must do."

Johann Wolfgang

Friday:

"No matter what your product is, you are ultimately in the education business. Your customers need to be educated about the many advantages of doing business with you, trained to use your products more effectively, and taught how to make never-ending improvement in their lives."

Robert G. Allen

Saturday:

"Learning is an active process. We learn by doing. Only knowledge that is used sticks in your mind."

Dale Carnegie

Hot teams meet

Taking field trips, playing hooky, and holding edgy off-sites can help keep a team motivated. But when you can take the energy that most companies only manage to drum up in an off-site meeting, and find it in your routime work, then you are onto something huge. The secret, I think is to scuttle rules, provide good food, and encourage a lot of play.

T-shirts are metaphors in motion. Once hooked, you'll find yourseld unabled to resist making more T-shirts than you ever imagined. T-shirts are liked a quick and dirty prototypes, and if your team or company has a number of projects going on, every few months you'll have something new to wear.

The art of innovation by Tom Kelley with Jonathan Littman

Team Morale

When people feel special, they'll perform beyond your wildest dream. It's why we throw blowout end-of-year bashes - to celebrate who and what we are. The point isn't how much money you spend but what kind of experience you can create.

Another great way to make people feel special is to let them play hooky. Sometimes the best inspiration for a team can be the zen-like act of not doing any work at all.

You can't worry about how much time or money the fun costs. You'll get back whatever time the team lost in the next week and quickly more into the black. After all, moral isn't something that can be measured or planned. Encourage unplanned breaks during the day.

The art of innovation by Tom Kelley with Jonathan Littman

"Sincerity. Deserve confidence" quotes of the week #6. 3rd round

Sunday:

"My greatest source of courage, whenever things have looked dark; has come from believing in the wisdom of this philosophy: Not - Will the other person believe it. The real test is, do you believe it.?"

Frank Bettger

Monday:

"The wisest and best salesman is always the one who blunty tells the truth about his article. He looks his prospective customer in the eye and tells his story. That is always impressive. And if he does not sell the first time, he leaves a trail of trust behind. A customer, as a rule, cannot be fooled a second time by some shady or clever talk that does not square with the truth. Not the best talker wins the sale - but the most honest talker... there is something in the look of the eye, the arrangement of words, the spirit of a salesman that inmmediately compels trust or distrust... being bluntly honest is always safe and best."

George Mattew Adams

Tuesday:

"In all my relations with clients, I agree to observe the following rule of professional conduct: I shall, in the light of all the circumstanes surrounding my client, which I shall make every effort to ascertain and understand, give him that service which, had I been in the same circumstances, I would have applied to myself."

Frank Bettger

Wednesday:

"To win and hold the confidence of others, Rule One is: Deserve Confidence."

Frank Bettger

Thurday:

"If you hear a voice within you say "you cannot paint" then by all means paint, and that voice will be silenced."

Vincent Van Gogh

Friday:

"Don't live down the expectections. Go out there and do something remarkable."

Wendy Wasserstein

Saturday:

"Confidence comes not from always being right but from not fearing to be wrong."

Peter T. Mcintyre

"Silence." quotes of the week #5. 3rd round

Sunday:

"The importance of being a good listener, showing the other person you are sincerely interested in what he is saying, and giving him all the eager attention and appreciation that he craves and is so hungry for, but seldom gets!"

Frank Bettger

Monday:

"Try looking straight into the face of the next person who speaks to you, with eager, absorbed interest, and see the magic effect it has both on yourself, and the one who is doing the talking."

Frank Bettger

Tuesday:

"Cicero said two thousand years ago: 'There is an art in silence, and there is an eloquence in it too'."

Frank Bettger

Wednesday:

"Do you ever sense, when talking to someone, that what you are saying is not making much of impression? I found many times people heard me all right, but they weren't listening. The effect of my talking was zero, as far as they were concerned. So I said to myself: "The next time you are talking to a man and this happens stop! Stop right in the middle of a sentence! 'Sometimes I stop right in the middle of a word. I find people regard it as a courtesy. They are never offended. Nine times out ten, they have something on their minds that they would like to say. And if they do, they won't pay any attention to what we're saying anyhow, until they have got in their two-cent's worth."

Frank Bettger

Thursday:

"Considering that in conversation knowledge was obtained rather by the use of the ears than of the tongue, I gave Silence second place among the virtues I determined to cultivate."

Benjamin Franklin

Friday:

"The shortcut to popularity is to lend everyone your ears, instead of giving them your tongue. There is nothing you can possibly say to an individual that would be half as interesting to him as the thing he is dying to tell you about himself. And all you need, in order to get the reputation of being a fascinating companion is to say: 'How wonderful! Do tell me some more.'"

Dorothy Dix

Saturday:

"I no longer worry about being a brillant converstionalist. I simply try to be a good listener. I notice that people who do that are usually welcome wherever they go."

Frank Bettger

"Key Issue." quotes of the week #4. 3nd round

Sunday:

"Much of my success as a trial lawyer lay in the fact that I was always willing to give the opposing attorney six points in order to gain the seventh - if the seventh was the most important."

Benjamin Franklin

Monday:

"But what is the key issue? Let's simplify it. Isn't it just this:

What is the basic need? or What is the main point of interest, the most vulnerable point?."

Frank Bettger

Tuesday:

"How can you get at the key issue? Encourage your prospect to talk. As soon as a man gives you four or five reasons why he won't buy, and you try to argue each one, you aren't going to sell him."

Frank Bettger

Wednesday:

"If you get him to keep talking, he will help you sell him. Why? Because he will pick out of these four or five things, the one thing that is the most important, and stick to it. Sometimes, you don't have to say a word. When he gets all through, come back to that one point. Usually, that's the true one."

Frank Bettger

Thursday:

"Gradually by trial and error, I have found the thing to do is to agree with everything he says until I find out what is the real reason he isn't buying."

Frank Bettger

Friday:

"The main problem in the sale is to:

1. Find the basic need, or

2. The main point of interest.

3. Then stick to it!

Saturday:

"You will find the key to success under the alarm clock."

Benjamin Franklin

"Questions: Cultivate the art of asking questions." quotes of the week #3. 3nd round

Sunday:

"Putting my ideas in the form of questions showed him how I felt about what he should do, but at the same time kept him in the buyer's seat. Each time he offered an objection or comment, I passed the ball right back to him with another question."

Frank Bettger

Monday:

"Never once I felt that I've 'sold' them anything. They've always 'bought'. Instead of trying to give them the impression that I knew all the answers - as was my habit before I heard J. Elliot Hall - I made them give the answers, largely by asking questions."

Frank Bettger

Tuesday:

"You can do two things with a question:

1. Let the other person know what you think.

2. You can at the same time pay him the compliment of asking his opinion."

Frank Betteger

Wednesday:

"One of the biggest thing you get out of a college is a questioning attitude, a habit of demanding and weighing evidence... a scientific approach."

A famous educator said.

Thursday:

"This habit, I believe has been a great advantage to me when I have had occassion to persuade men into measures that I have been from time to time engaged in promoting; and as the chief ends of conversation are to inform or to be informed, I wish well-meaning, sensible men would not lessen their power of doing good by a positive, assuming manner, then tends to create opposition and to defeat every one of those purposes for which speech was given us."

Benjamin Franklin

Friday:

"When another asserted something that I thought in error, I deny'd myself the pleasure of contradicting him abruptaly, and of showing inmmediately some absurdity in his propositions; and in aswering I began by observing the in certain cases or circumstances his opinion would be right, but in the present case there appear'd or seem'd to me some difference, etc. I soon found the advantage of this change in my manner; the conversation I engaged in went on more pleasantly. The modest way in which I propos'd my opinions procur'd them a readier reception and less contradiction; I had less mortification when I was found to be in the wrong and I more easily prevailed with others to give up their mistakes and join with me when I happened to be in the right."

Benjaming Franklin

Saturday:

"Questions, asked sincerely and tactfully, indicate to your partner that you are listening and seriously considering their ideas."

Robert

Give ideas

"The less you strive to control ideas and insist on credit for those that are yours, the more good ideas you are likely to have- and see implemented. It's why we believe in brainstorming. Good things happen when you willing take your best ideas and pour them into the mix."

The art of innovation by Tom Kelley with Jonathan Littman

"Think of other's interests " quotes of the week #2. 3rd round

Sunday:

"The most important thing of salesmanship is to find out what the other fellow wants, then help him find the best way to get it."."

Clayton M. Hunsicker

Monday:

"No wonder I had been missing the target so often. I didn't even know what the target was! In baseball they say: "You can't hit 'em if you don't see 'em." After Clayt Hunsicker showed me the target, I went home and really began shooting at the bull's-eye."."

Frank Bettger

Tuesday:

"There is only one way under high heaven to get anybody to do anything. Did you even stop to think of that? Yes, just one way. And that is by making the other person want to do it. Remember, there is no other way."

Dale Carnegie

Wednesday:

"Remember Jesus' parable about the three men who were given the talents? You men and women have been given many talents. I don't know of any better way you can improve and multiply your talents than through this work."

Frank Bettger

Tuesday:

"When you show a man what he wants, he will move heaven and earth to get it."

Frank Bettger

Friday:

"To help the other fellow recognize what he wants, and then help him decide how to get it."

Elliots Hall

Saturday:

"Never try to cover too many points; don't obscure the main issue. Find out what it is; then stay right on the beam."

Frank Bettger

The makings of a hot group

History demonstrates that great projects and products are often the result of great teams. Products and projects as diverse as the Macintosh, the new Volkswagen Bettle, and the Lockheed Shunkworks were all spawned by charismatic teams. How they do it? In a microcosm, the IDEO Nightline shopping cart team-though they were only together for a week- displayed many of the characterustics of hot groups. 

First, they were totally dedicated to achieving the end result. No one doubted that shopping carts could use some improvement, and everyone was enthusiastic.

Second, they faced down a slightly ridiculous deadline. When the hurdle is high, there's a tremendous sense of achievement in getting anything done by the deadline.

Third, the group was irreverent and nonhierarchical. Despite the deadline, they joked and played around-like brainstorming up a sports utility shopping cart-to let off steam.

Fourth, the team was well rounded and respectful of its diversity. Though the team was drawn from widely divergent disciplines, they had tremendous respect for their fellow members. You knew you were selected for your ability, not seniority or political skills.

Fifth, they worked in an open, eclectic space optima for flexibility, group work, and brainstorming. There were high ceilings with no internal walls, no sense that you often have in a typical corporate setting that "the company" wants it a certain way.

Finally, the group felt empowered to go get whatever else it needed. Hot teams connect to the outside world. They know that answers don't lie within. 

The art of innovation by Tom Kelley with Jonathan Littman

"Order: Self-organization " quotes of the week #2. 3rd round

Sunday:

"One of the things I learnt when I was negotiating was that until I changed myself I could not change others."

Nelson Mandela

Monday:

"I prefer to work on a tight schedule four and half days a week and get somewhere than to be working all the time and never get anywhere."

Frank Bettger

Tuesday:

"Set a side a day morning and called it "Self-organization day."

Frank Bettger

Wednesday:

" 'At the end of my first self-organization week', instead of feeling exhausted and discouraged, I actually felt exhilarated and on fire with the excitement that next week I could do even better."

Frank Bettger

Thursday:

"It is surprising how much I can get done when I take enough time for planning, and it is perfectly amazing how little I get done without it."

Frank Betteger

Friday:

"Many people would say: 'That's not for me! I can't do that sort of thing - live on a schedule. I wouldn't be happy.' Well, I've got good news for you. You are already living on a schedule. And, if it's not a planned one, it's probably a poor one."

Frank Betteger

Saturday:

"'Hey everybody', why don't you join to the 'Six-O'clok Club? The 'Six-O'clock Club'? You asked. What's that? A number of years ago. I explained that Ben Franklin said that only a few men live to old age, and fewer still ever become successful who are not early risers. So I set my alarm clock an hour and half earlier in the morning. An hour of that time I used for reading and studying, Of course, I soon found myself going to bed earlier, but I thrived on it."

Frank Betteger