Power Of Creative Selling : Chapter 7, How To Perfect your Sales Plan

Power Of Creative Selling

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Chapter 7 - How To Perfect Your Sales Plan

Man's first teachers were his eyes. He opened his eyes and was delighted with the things he saw. Then he discovered that he had not only an eye to see, but also a brain to interpret. He noted the many changes in nature. Through his observation, he discovered a great law in nature, which teaches a valuable lesson in selling. That law is the Law of Repetition. As the Law of Activity is continuously and regularly producing action in nature, the Law of Repetition is continuously and regularly repeating these changes. Every day, in the same way, the sun rises in the east and sets in the west with absolute precision. The night follows the day with immutable certainty. The four seasons are consecutively repeating, one after the other, with inexorable accuracy.

The Law of Repetition has been one of the contributing factors in teaching you most of the things that you know thoroughly in life. As an example, when you were a baby it took you quite a long time to learn how to walk. Then you
finally learned by the Law of Repetition. You kept repeating the same movement every day. Finally, through experience, you acquired sufficient knowledge and confidence to qualify and perfect yourself in the art of walking. In the beginning it was a very difficult task, but once you acquired the knowledge and experience of how to walk it became very easy.

You learned to talk by the same law

As time went on, to school you went, and again the Law of Repetition became your teacher. Over and over it drilled you in memorizing the ABC's, the multiplication table, and that first poem you recited before the class. The things it taught you are embedded into your consciousness as a part of you.
They became regular habits and now their application is natural and easy.

Repetition Will Make Your Sales Plan a Part of You

Habit formation has been likened to the making of a path across a field. After the first traveler has trodden down the grass, the next is likely to follow in the same route, and so on, until all the grass is worn away, and everyone thereafter follows the beaten path.

Constant repetition of an act soon forms a habit. And a good selling habit to develop is the use of the Law of Repetition. It teaches you to perfect your Sales Plan and all other sales techniques. To put this law into action you practice your Sales Plan until you know its every word by rote; until you learn to time it; until you sense the proper pitch and inflection to give each word. And the more you actually present the Sales Plan before your prospects, the more confidence you will have in it. You will begin to feel your lines; you will be able to render a reserved or affable presentation. The Sales Plan will become a part of you.

You will find that the Law of Repetition has magic not only for you, but for the prospect. Through practice and demonstration, the Sales Plan gathers its own momentum and throws out its own aura. Your thoughts become magnets and you are able to penetrate the thoughts of the prospect. You can sell him because you can make him feel the impact of your Sales Plan.

Paderewski once said: "If I miss practicing the piano for one day, I know it. If I miss two days, my manager knows it. If I miss a week, my audience knows it." Everlasting repetition produces perfection.

Someone asked Frank Bacon, who was a star performer in the stage play Lightnin, to play golf.

"I'm sorry," he said, "but I can't make it today. We have a rehearsal."

"Rehearsal?" replied his friend. "Rehearsal for what?"

"For Lightnin," said Bacon. After six years and 2000 performances to his credit, Frank Bacon was still having two rehearsals every week in order to maintain the perfection of his act.

Frank Bacon knew the words in Lightnin, but every time he went over those words he found something new. He learned to develop new inspirations, new interests, new zest, and new enthusiasm. After each rehearsal he was a bigger man and a better actor.

Every day a certain parson visited his church to preach. Someone asked him why he preached six days each week to himself, and only one day each week to his congregation. His answer was: "It takes six days of preaching to convince myself, and only one day to convince my congregation."

One of the most difficult jobs in selling is to convince ourselves, but once this is accomplished it is fairly easy to convince others.

The Importance of Conviction

Conviction comes from two Latin words, "con," with, and "vincere," to conquer. In order to conquer doubts about your ability to perform, either by argument or belief, it is imperative that the proposition be thought through to a conclusion. Haphazard conclusions are the result of faulty reasoning.
After thinking a proposition through, you can only reach one conclusion—the proposition is either true or false. If it is true, make a decision with conviction, and act upon it with determination. A state of being convinced is predicated upon the integrity of the human mind. When fed with facts the mind does not err and the decision reached inspires conviction.

To realize the full impetus of ability and to derive its full benefit, a thorough and wholehearted conviction must permeate and embrace every phase of your occupation. Knowing your Sales Plan thoroughly and your lines perfectly gives the added power of conviction and incentive. You have a greater urge to sell your proposition. It engenders and in-
Carnates a spirit of enthusiasm, that inward intensity of being, that great inspirational, vitalizing, propelling force and power that you inject into the spirit of selling. You make whatever you are selling speak with dynamic authority and ring with the spirit of sincerity. It infuses in you an unfaltering trust and an unbounded faith. Its influence is instantaneous and the prospect is invariably inspired and persuaded to do business with you.

The Key to More Sales

The prospect never judges you by what you do not say; he judges you by what you do say. If you can speak well, he will pay you. Your Sales Plan may be "old stuff" to you, but it is always "new stuff" to him. It is like a master key: it will unlock many different doors, and usher you into many profitable sales situations.

I have given my Sales Plan on life insurance thousands of times. I get as much fun and pleasure out of it today as ever. It is just as effective in selling life insurance today as it was 30 years ago when I first used it. I believe and feel every word of it. This firm faith and unfaltering trust sustains and stimulates me with fresh interest, new energy, keen zest, and unfailing confidence. It is only by mastering your work that you learn to love it.

Some think that memorizing a Sales Plan makes the salesman very mechanical. This is not so. My long experience in selling with excellent results proves the notion to be false. I have always used a prepared Sales Plan. It is a definite plan of action. It is an appreciation of the prospect's time and intelligence. You know what you are going to say and how you are going to say it. You do not mumble, you do not ramble, and you do not stumble. You speak with command. Instead of making you mechanical, it makes you positive and vital. It gives you self-confidence and an air of assurance. Instead of making you shy and hesitating, it makes you dynamic, bold, and courageous. Your sales approach loses its mechanical aspect. It becomes a living force.

Have you ever seen Maurice Evans on the legitimate stage in Shakespeare's Richard II? In this play, Maurice Evans takes the part of a self-centered, overbearing, tyrannical, domineering, high-strung, and ill-tempered king. You can see and feel Richard II. Evans makes him live; you feel his very presence.

Every word Mr. Evans says in that play has not only been memorized, but it has been thought out and actually revitalized. Mr. Evans is the living means through which King Richard II lives his life over again.

Perfecting Your Sales Plan Pays Off

Your Sales Plan is your act. It is your means for serving a greater number of prospects with your proposition. It is your meat and bread. When you perfect your Sales Plan, you can accomplish twice as much with less effort. This will give you more time to do the other things you would like to do. Therefore, it will pay you to use every effort to perfect it. Read it over, analyze it, meditate on it, visualize it, say it aloud, practice it, believe it, feel it, live it, demonstrate it, and note the effect that it produces on the prospect. You will be surprised at your own performance.

In perfecting the Sales Plan you are improving your ability to think and to use persuasion. It improves the power and accuracy of your claims, and you can drive home a sale that rings the cash register.

Chapter 7 : 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24

Power Of Creative Selling

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