"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