My way to succeed

Loading...

Thursday, August 13, 2009

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:
Posted by at

No comments:

Post a Comment

Subscribe to: Post Comments (Atom)

Implementing these ideas and posting quotes about them.

The success of your business reflects the amount of love you have for it. Want a more success business? Ask yourself if you can find a way to love it more. Love is the doorway, and you are the key. Remember: education changes everything. Gleen Head

Frank Bettger <------------>Benjamin Franklin
Enthusiasm: Force yourself to act enthusiastic.Temperance: Eat not to dullness; drink not to elevation.
Order: Self Organization. Take more time to think and do things in the order of importance. Silence: Speak not but what may benefit others or yourself; avoid trifling conversation.
Think of other's interests.Order: Let all your things have their places; let each part of your business have its time.
Questions: Cultivate the art of asking questions.Resolution: Resolve to perform what you ought; perform without fail what you resolve.
Key issue. The most important secret of salesmanship is to find out what the others fellow wants, and then help him the best way to get it.Frugality. Make no expense but to do good to others or yourself; i.e, waste nothing.
Silence: Listen. Keep you avoid talking too much.Industry - Lose no time; be always employed in something useful; cut off all unnecessary actions.
Sincerity: Deserve confidence.Sincerity: Use no hurtful deceit; think innocently and justly, and, if you speak, speak accordingly.
Knowledge: Know your business and keep knowing your businessJustice: Wrong none by doing injuries, or omitting the benefits that are your duty.
Appreciation & PraiseModeration: Avoid extremes; forbear reseting injuries so much as you think they deserve.
Smile: HappinessCleanliness: Tolerate no uncleanliness in body. Cloaths, or habitation.
Remember faces and names.Tranquility. Be not disturbed at trifles, or at accidents common or unavoidable.
Service and prospecting.Rarely use venery but for health or offspring, never to dulness, weakness, or the injury of your own or another's peace or reputation.
Closing the sale: action.Humility..

Best Practices: 'As early as 1960, Theodore Levitt wrote, in his marketing classic "Marketing Myopia", that customer service "involves more than good intentions or promotional tricks. It involves profound matters of human organization and leadership." (Enis, Cox & Mokwa, 1996) http://www.col.org/pcf2/papers\bisschoff.pdf