• book

From the Publisher

Creative selling is both a science and an art. The science teaches you what to do, and the art teaches you how to do it. Creative selling is the ability and art of increasing the satisfaction of the prospect by convincing him that the thing you want him to buy will best fulfill his needs and desires.
In fact, it is creating a want that did not exist before.
Creative selling is an individual accomplishment. It embraces you and the power within you to think and to create.
These qualities and attributes are individual, and no one but you can develop them. Therefore, my purpose is to help you to develop them by drawing on the latent forces within you.
During the past 42 years it has been my good fortune to talk to thousands of people in all kinds of business, in all walks of life, in all kinds of places, and under all conditions. In that time, I have sold both tangibles and intangibles by
every conceivable selling method. I have been able to combine first-hand knowledge with experience and to make a first-hand study of the actions and reactions of people.

Contents

1. I STUBBED MY TOE
2. YOUR PLACE IN OUR ECONOMY
3. How TO ATTRACT THE PROSPECT
4. How TO CREATE A SALE
5. WHY THE PROSPECT BUYS
6. HOW TO TURN OBJECTIONS INTO SALES
7. HOW TO PERFECT YOUR SALES PLAN
8. THE POWER THAT SELLS
9. THE SCIENTIFIC TIME AND WAY TO CALL ON A
PROSPECT
10. THE PHILOSOPHY OF SELLING
11. How TO CLOSE A SALE
12. How THE LAW OF AVERAGES CAN DOUBLE
YOUR SALES
13. THE ACCUMULATED VALUE OF SALES EFFORT
14. THE MAGIC POWER OF PERSONALITY
15. How TO MAKE APPOINTMENTS
16. WATCH YOUR WORDS
17. How TO TURN YOUR IMAGINATION INTO A
JUNIOR SALESMAN
18. How TO TURN HUNCHES INTO CUSTOMERS
19. How TO GET CHARGED UP AND GO AHEAD
20. THE SECRET POWER OF CHARM
21. A LETTER HE WILL REMEMBER
22. TAKE THE BRAKES OFF
23. You LIVE IN CLOVER
24. How THOUGHT AND LOVE DO IT



Published: StreetLib on
ISBN: 9786050338577
Read on Scribd mobile: iPhone, iPad and Android.
Availability for The Power of Creative Selling
With a 30 day free trial you can read online for free
  1. This book can be read on up to 6 mobile devices.

Related Articles

Inc.
2 min read

Who Sent You?

ETELKA LEHOCZKY Erin Condren knew her artistic day planners might not leap out at online shoppers, so she offered her best customers a deal: If they sent potential business her way through links on their own websites, she’d give those loyal customers a credit toward future purchases each time a referred customer created an account. The approach worked. Today, 12 years after launch, Condren’s eponymous company, based in Hawthorne, California, has a customer-referral program, with rewards for both referred and referring customers, that generated 24 percent of its $40 million in 2015 sales. Refe
Entrepreneur
3 min read

Simple Steps to Effective Marketing

A favorite adage of my college journalism professor was this: "Assume the reader knows nothing, but don't assume the reader is stupid." In other words, deconstruct the complex to make it easily understood, but don't dumb it down. In my years since school, I've realized the wisdom of that approach applies not just to journalism, but to business and marketing, too. Products and services (especially digital ones) can be complex. Your job as a marketer is, in part, to make the seemingly impenetrable easily understood, to lose the corporate Frankenspeak and convey your business's value in human, ac
Entrepreneur
3 min read
Leadership & Mentoring

Don't Get No Respect? Here's How to Handle It.

Nothing can happen without keeping the lines of communication open.  Q: I’ve worked for my father’s company for a decade. Though he always approves the sales ideas I bring him, he lets the employees ignore my leadership and, instead, do things their own way. Implementation always falls short, and sales and profit margins are declining.  Before joining Dad’s company, I was successful in building clients and increasing sales for similar businesses. My wife and I want to start a family, and she is encouraging me to find another job. It isn’t easy to quit and move on when you work for your father.