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
No comments:
Post a Comment