I find this online, it worth sharing............
1. ENTHUSIASM - Make a high and holy resolve that you will double the amount of enthusiasm that you have been putting into your work and into your life. To become enthusiastic – ACT enthusiastic.
2. ORDER: SELF-ORGANIZATION - Let all things be in their places; Let each part of your business have its time. Resolve to perform what you can - Perform without fail what you resolve.
3. THINK IN TERMS OF OTHERS' INTERESTS - The most important secret of sales is to find out what the other person wants, then help them to find the best way to get it. Help me to get my mind off myself and what I am going to make out of a sale, and get my mind on the other person and what he will get out of the sale.
4. QUESTIONS - Cultivate the art of asking questions. Questions, rather than positive statements, will be the most effective means of making a sale, or winning people to your way of thinking. Inquire rather than attack.
5. KEY ISSUE - The main problem in selling is to: Find the basic need, or the main point of interest. Find it and stick to it.
6. SILENCE LISTEN - Show the other person you are sincerely interested in what he is saying. Give him all the eager attention and appreciation that he craves and is so hungry for, but seldom gets.
7. SINCERITY DESERVES CONFIDENCE - To win and hold the confidence of others, Rule Number One is: Deserve confidence. The Golden Rule applies: "Do unto others, as you would have them do unto you."
8. KNOWLEDGE OF MY BUSINESS - To have confidence in yourself, and win and hold the confidence of others, the only rule is: Know your business and keep on knowing your business.
9. APPRECIATION AND PRAISE - everyone likes to feel important. People are hungry for praise, starving for honest appreciation. Show that you believe in them and expect bigger things of them. If your interest is sincere, there is nothing they appreciate more.
10. SMILE. HAPPINESS - If you want to be welcome everywhere, give every living soul you meet an honest-to-goodness smile, from down deep inside, even your own wife and family and see how better YOU feel and look.
11. REMEMBER NAMES AND FACES - Impression: Get a clear impression of the name. Form the habit of taking a mental picture of the name. Repetition: Repeat the name immediately and often. You can remember almost anything if you repeat it often enough. Association: Associate the person's name with their appearance or business.
12. SERVICE AND PROSPECTING - Never forget a customer and never let a customer forget you. New customers are the best source of new business. NEW customers. Never let a sale run into a dead end.
13. CLOSING THE SALE ACTION - Before the interview repeat: This is going to be the best interview I ever had. "You never know what's in a man's mind by what he says." Welcome
objections.
Each of these 13 steps to success should be written on a 3x5 card that you could easily carry with you in your daily affairs.
Start your system with Step number one. Carry that card with you for one week. Everyday take the card out of your pocket to read. We mean really read it. Read the card as many times as
you can during the day while you are calling on clients, eating lunch, reading, whatever. It will reinforce the ideas outlined in the 13 steps.
Do this each week with each one of your cards. At the end of the 13 weeks start the process all over again.
And if you think that you ever stop the process. Well that's when your sales will also stop. Once you have formed the habit of reading your cards everyday it will become as automatic
as getting dressed in the morning.
REMEMBER: "Knowledge is power. Power is success. Success is helping other people help themselves to get what they want.".
1. ENTHUSIASM - Make a high and holy resolve that you will double the amount of enthusiasm that you have been putting into your work and into your life. To become enthusiastic – ACT enthusiastic.
2. ORDER: SELF-ORGANIZATION - Let all things be in their places; Let each part of your business have its time. Resolve to perform what you can - Perform without fail what you resolve.
3. THINK IN TERMS OF OTHERS' INTERESTS - The most important secret of sales is to find out what the other person wants, then help them to find the best way to get it. Help me to get my mind off myself and what I am going to make out of a sale, and get my mind on the other person and what he will get out of the sale.
4. QUESTIONS - Cultivate the art of asking questions. Questions, rather than positive statements, will be the most effective means of making a sale, or winning people to your way of thinking. Inquire rather than attack.
5. KEY ISSUE - The main problem in selling is to: Find the basic need, or the main point of interest. Find it and stick to it.
6. SILENCE LISTEN - Show the other person you are sincerely interested in what he is saying. Give him all the eager attention and appreciation that he craves and is so hungry for, but seldom gets.
7. SINCERITY DESERVES CONFIDENCE - To win and hold the confidence of others, Rule Number One is: Deserve confidence. The Golden Rule applies: "Do unto others, as you would have them do unto you."
8. KNOWLEDGE OF MY BUSINESS - To have confidence in yourself, and win and hold the confidence of others, the only rule is: Know your business and keep on knowing your business.
9. APPRECIATION AND PRAISE - everyone likes to feel important. People are hungry for praise, starving for honest appreciation. Show that you believe in them and expect bigger things of them. If your interest is sincere, there is nothing they appreciate more.
10. SMILE. HAPPINESS - If you want to be welcome everywhere, give every living soul you meet an honest-to-goodness smile, from down deep inside, even your own wife and family and see how better YOU feel and look.
11. REMEMBER NAMES AND FACES - Impression: Get a clear impression of the name. Form the habit of taking a mental picture of the name. Repetition: Repeat the name immediately and often. You can remember almost anything if you repeat it often enough. Association: Associate the person's name with their appearance or business.
12. SERVICE AND PROSPECTING - Never forget a customer and never let a customer forget you. New customers are the best source of new business. NEW customers. Never let a sale run into a dead end.
13. CLOSING THE SALE ACTION - Before the interview repeat: This is going to be the best interview I ever had. "You never know what's in a man's mind by what he says." Welcome
objections.
Each of these 13 steps to success should be written on a 3x5 card that you could easily carry with you in your daily affairs.
Start your system with Step number one. Carry that card with you for one week. Everyday take the card out of your pocket to read. We mean really read it. Read the card as many times as
you can during the day while you are calling on clients, eating lunch, reading, whatever. It will reinforce the ideas outlined in the 13 steps.
Do this each week with each one of your cards. At the end of the 13 weeks start the process all over again.
And if you think that you ever stop the process. Well that's when your sales will also stop. Once you have formed the habit of reading your cards everyday it will become as automatic
as getting dressed in the morning.
REMEMBER: "Knowledge is power. Power is success. Success is helping other people help themselves to get what they want.".
