"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