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Normal Size Small Size show me how
Frank Bettger
Sales Tips from his book
| Question | Answer |
|---|---|
| My reputation that I have to live up to is: | Hyper Hethe. Enthusiastic! |
| 1st step to becoming enthusiastic | Force yourself to be. ACT enthusiastic. Habit will take over eventually. |
| Why act enthusiastic? | Highest paid quality on earth. Its the rarest quality but most contagious. |
| Selling narrows down to one thing: | Making lots of calls. Seeing the people. |
| How can you make yourself see enough people (4-5 per day)? | Keep records of your calls. |
| what happens if you don't keep records of your calls? | You won't make enough. |
| When is selling easy? | When you work it hard... but it's hard when you work it easy. |
| You can't collect a commission until you make a sale... (steps before this?) | You can't make a sale 'til you write the order. You can't write the order till you have a sales interview. You can't have a sales interview 'till you make the call! |
| What is the whole foundation of success in sales? | Making CALLS! |
| How to get organized: | Self-Organization Day. |
| What do you do in your Self-Organization Day? | Fill out your weekly work sheet!! Calls per year, week, follow ups, prepare proposals, write letters, schedule, arrange each day's calls in proper order. |
| How long is self organization day? | 5 hours of intense work!! A whole morning. |
| Few men will ever be successful who... | are not early risers. Join the six-o'clock club. |
| Weekly work sheet | Names of the people we plan on seeing for the week. Must be turned over to us in advance of each weeks work. |
| Successful men are: | Ruthless with their time. |
| If you want success, then never let anyone mess with: | the schedule of the week which you devote an entire day's morning to each week. |
| Sales is a type of game... | A Numbers Game |
| The most important secret of salesmanship | Find out what the other person wants and help him find the best way to get it. |
| How can you get someone else to do anything? | Make them want to do it. |
| When you show a person what he wants... | He'll move heaven and earth to get it. |
| Treat each interview... | as an event! Be prepared. |
| How to do well in the interview... | Find the key issue. Major point of interest. Most vulnerable point. Don't cover to many points... |
| Things to have on your notes... and when to have them. | A - Points this person wants to cover. B - Cover them in logical order. C - Be brief and stay on the MAIN point. ---Have them every time you go to a meeting, on a phone call, be brief, stay on point. |
| EXPLODE Dynamite! And why? | Do something startling, surprising. Often necessary to arouse people and stir them to action for their own benefit... but be prepared to back up the explosion with facts (not opinions)! |
| Two Factors move men to action. | Desire for gain. Fear of loss. |
| What role do you want to assume in the transaction? | "Assistant buyer in charge of ________" |
| One liner for confidence building before proposal of something... | "If you were my own brother, I'd say to you what I'm going to say to you now..." |
| One liner for confidence building in relation to benefits... | "I am in a positon to do something for you this morning that no other living person can do for you." |
| Express honest appreciation of? And Example 1 liner: | your listener's ability... "They have confidence in you, ____________ ... isnt' that right?" |
| Talk from: | The listener's point of view. Put YOU in the interview. Speak in terms of wants, needs, desires. |
| Two things that questions will do for you: | Let the other person know what you think. Pay them the compliment of asking for their opinion. |
| 6 things questions help you gain | avoid arguments, avoid talking too much, helps other person recognize what wants (you can help them decide how to get it), helps crystallize their thinking (becomes their idea), helps you find the key issue, makes them feel important. |
| Question to avoid making position based statements: | "Don't you think that..." "Don't you feel that..." |
| Most important part of the interview sales call | The key issue. The prospect doesn't always realize what the vital need is. |
| Questions to ask yourself about the prospect | "What is the basic need?" What is the main point of interest, the most vulnerable point? Where is the pain? (once found out, STICK TO IT!) |
| A person generally has two reasons for doing a thing | One that sounds good, and a real one. |
| Phrase that produces surprising results in finding the real objection: | "In addition to that..." ...isn't there some other reason why you've never bought ___________? ...isn't there something else in the back of your mind? |
| Two part use of objection finding phrase: | 1 - Why? 2 - In addition to that... ? |
| Purpose of making a call | To make an appointment! The sale before the sale! |
| How will you find the key point of interest? | Having a list of questions prepare... specific to them. (Page 5 of the loan app) |
| Phrase to answer problem in the interview call... | Feel. Felt. Found. I know exactly how you feel. I felt the same way. Let me tell you what I found. |
| Best way to win and hold the confidence of others | Deserve their confidence. |
| Way to gain confidence of others | Direct testimonial. Preferably from people they respect. (list of past customers who got machine with no increase in their budget). |
| How to use a suit: | Nobody should wear same suit two days in a row. Trousers hung straght (not folded on the cross bar) so creases disappear. Frequent pressing takes animal life out of the cloth. |
| Clothes don't make the man.... | but they make up 90% of what they see of him. |
| Most important step in the sale... and it's purpose. | The approach - Selling the sales interview... not your product. The sale before the sale. |
| Prospects dislike: | |
| Use the first 10 seconds on every call to | purchase the time you need to tell your complete story... pitch... benefit. |
| have list of 4 approaches... use and reuse | don't have them yet, one of them is on page 10 of 17 summery notes. |
| Good and Bad approaches have... | Good - Discuss some vital problem of his. -- He is anxious to talk with an open mind about any idea that may help him solv that problem. Bad - you indicate you want to sell him something... cost them money. |
| Success of the approach usually determines where you stand in the mind of the prospect... | Order taker... or advisor. Advisor is master of the interview... order taker is servant of the interview. |
| Appointments (3 points) | Makes each call an event. A lot easier to sell than an actual product. (Frank set aside Friday Morning for planning, and telephoned most of the people he wanted to call on... lined up a lot of appointments for the following week. |
| Reason a salesman stops making enough calls, | frequently the real reason is that he has lost interest and enthusiasm for his own sales story |
| To be a sales star you have to | have your funamentals so firmly in your mind that they are a part of you. |
| Best time to prepare a speech and a sales call: | Immediately after you've made one; all the things you should have said are fresh in your mind. Write them down immediately! |
| How to prepare your sales talk. | Write it out word for word. Keep on improving it. Read it and reread it. Read it out loud. Keep on reading it until you know it... but don't memorize it. Try it out on a salesperson. GIVE IT TILL YOU LOVE IT! |
| How to let a customer help you make the sale | Never say anything you can Dramatize. Never dramatize anything yourself you can get your prospect or customer to do. |
| Never forget a customer... | ...never let a customer forget you. |
| Best time to follow up on a referral: | 5 seconds later! While it is still sizzling hot. |
| After a referral is given | report back results. |
| prospecting is like shaving | If you don't do something everyday... the next thing you know you'll be a bum. |
| 3 Closing points for the close: | Save closing points for the close. Summarize. Get check with the order (don't be afraid of money). |
| Successful sales goes in 4 steps | Attention, interest, desire, close. (suppress excitement) |
| Summarize in the closing... (points) | Good summary affords the best basis for climax in selling. Be brief (holding a burning match). Magic Phrase: "How do you like it?". "Why?...In addition to that..." |
| Discipline yourself... | or be disciplined by the world. |
| Failures mean nothing at all... | when success eventually comes. |
Created by:
relationshipally
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