Power Of Creative Selling

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

        Chapter 24 - How Thought And Love Do It

The same acre of ground, under a process of intensive A cultivation, produced seven times as much corn per acre as it had previously produced. This phenomenal feat was accomplished by one word, and that word was thought. Thought did not change the location of this acre of ground, but it took into consideration all the available elements and forces that could be applied scientifically to the fertilization of that ground and utilized them to increase the production of corn.

This feat for the production of corn should be an inspiration to everyone who sells. It just proves what can be accomplished by the application of intensive thought. As it applies to the production of corn, intensive thought also applies to the art and science of selling. Creative selling is only an application of positive thought, and it will certainly produce more sales and earn more money.

Only recently, a printing salesman called on a prospective customer. He gave a most scientific sales presentation of his proposition, including a complete discourse on press work, an artful display, and a series of comprehensive pictures. He really made the prospect vibrate with enthusiasm. When he was ready to close the deal, however, the prospect wanted to know one thing. What type of paper would be best fitted for that particular job? The salesman was unable to give him a satisfactory answer, and, as a result, lost a very substantial sale. Why? Because the salesman did not know all the available elements of his job.

In preparing this book, my sole purpose has been to inspire those who sell to equip themselves in order to avoid incidents like the one above. This book is prepared around thought. It is a process of thinking to help the salesman develop his power to think, to make plans, and to take actions that he must take to do a better job of selling.

In this book are key ideas and key words on how to attract the prospect and plans on how to create a sale. This book not only gives you plans and suggestions, but it gives them to you in a way that makes it easy for you to understand and apply them. In fact, every chapter has had one thought in mind, and that is to give you practical, usable ideas, thoughts, and suggestions concerning the improvement of your relations with the prospect, with your job of selling, and—perhaps most important of all—with yourself.

Thought does it. Thought turns belief and knowledge into actions and causes things to happen. It gets results in any field of selling. All things are governed by cause and effect. Every product you see around you is the visible effect of an invisible cause. That invisible cause is thought. It travels faster than anything known. It creates things. In the field of selling, thought is the invisible cause on the job that produces the effect—which is the sale.

Positive thought is the greatest power in the universe, and no man has a monopoly on it. It belongs to anyone who desires to use it, at any place, or at any time. It is certainly the most important thing in selling, because by applying it you can achieve everything you desire.

When an engineer installs a machine, the only thing that concerns him is to see that all parts of that machine function as a unit.

When a salesman sells a machine, he must take into consideration all its parts, but he also must take into consideration all parts of the prospect. The prospect is a human being with feelings. All his parts must be thoroughly coordinated in harmony with a sales presentation, or the salesman may lose a sale. The salesman always has at his disposal the most effective element with which to do this. That element is hidden in the power of Love.

Professor Henry Drummond, in his book, The Greatest Thing in the World, says: "Everyone has asked himself the greatest question of antiquity as of the modern world: What is the 'summum bonum' the supreme good? You have life before you. Once only can you live it. What is the noblest object of desire, the supreme gift to covet?"

Then he speaks of our great need for faith and especially for love, and calls our attention to the great Biblical quotation of Paul: "If I have all faith, so as to remove mountains, but have not love, I am nothing," to which he adds Paul's striking climax, "Now abideth Faith, Hope, Love, and the greatest of these is Love."

Further along in his famous book, discussing the ineffable power of love, Professor Drummond relates this fascinating event: "In the heart of Africa, I have come across black men and women who remembered the only white man they ever
saw before . . . David Livingstone (the great African Explorer); and as you cross his footsteps in the dark continent, men's faces light up as they speak of the kind doctor who passed there years ago. They could not understand him; but they felt the love that beat in his heart."

Yes, love has an ineffable language of its own, and, in every heart that beats, there lingers an unsung song of ardent devotion and an unfinished symphony of genuine adoration. Love is present among all people at all times, and the only way to find it in the prospect is to find it in yourself. A feeling of kindness and appreciation kindles a sympathetic understanding of others and gives a keen desire to render the highest possible service.

What has love to do with selling? Love contains many valuable ingredients, and upon analysis each of these ingredients is found to be a contributing factor to the success of any salesman.

As an example: Love is kindness, a feeling of respect and appreciation for the prospect, which inspires you to do kind things that may contribute toward his happiness.

Love is the humility that saves you from getting puffed up over a little success.

Love is the generosity that frees you from envy and helps you to rejoice in the success and well-being of others.

Love is the patience that endows you with the calm assurance that all's well that ends well.

Love is the courtesy that makes you polite and gentle in the minutest details.

Love is the unselfishness that puts the prospect's interest above your own and his welfare above your commission.

Love is good temper. Love is not easily provoked. Good temper qualifies you to see all sides of a proposition, and enables you to laugh. It develops a sense of humor, which is an antidote for anger.

Love is sincerity. Sincerity will accept only what is real, and is always striving for facts. It is seeking the truth, and endeavoring at all times to practice what is true. It is begging you at all times to be true to yourself, to your ability, and to the power within you. As Shakespeare says:

Love is tolerance. A feeling of tolerance toward others makes forgiveness easy, and you have understanding and harmony instead of prejudice and hate.

Therefore, love, as applied to selling, is a genuine attitude of respect, consideration, and kindness toward every prospect. This feeling toward others eliminates self-importance, arrogance, and impudence. It permeates every occasion with a spirit of good will, and inspires the prospect to co-operate with you.

After 42 years of experience in trying, testing, and experimenting with every possible element, I have discovered that love has more power and influence over my mental and spiritual activities than any other quality or attribute. When I practice a feeling of kindness and consideration, I seem to tap a great reservoir of power and strength that enables me to perform with skill and alacrity. It annihilates doubt, uncertainty, anxiety, worry, and dread. It directs me without confusion or conflict. It removes all stubbornness, tenseness, and rigidness. It makes me more tolerant, more liberal, and more forgiving. It placates and soothes me. It frees me from all stress and strain. It relaxes and frees me from all care, and enables me to sell with pleasure.

In applying the principles outlined in the chapter entitled "How the Law of Averages Can Double Your Sales," I want to remind you that the Law of Averages in selling will yield a more lucrative crop of sales if you inject thought and love into your procedure.

You can inject thought into your Sales Plan by constantly improving its quality. As you learned from the "Parable of the Sower," the secret of the sower's success was in the quality of the seed that he sowed. The seed had to be of good quality, in order to take root when it hit on the right soil. If he sows wind, he will reap a whirlwind. If he sows sawdust, then he will reap sawdust. As the seed contains all the elements essential to produce the plant, so must your Sales Plan contain the elements of your proposition that are essential to influence the prospect to buy it. Therefore, the more thought you put into your Sales Plan, the more effective it becomes, and the more quickly it yields results.

How can love help? It is very easy to apply the Law of Averages to a statistical proposition. However, when it comes to applying it to selling then you must take into consideration the human element, and thus you have the element of feeling. The only road to feeling is through feeling. Therefore, you can inject feeling into your sales presentation, and, if this feeling contains the ingredients of love, you can rest assured that the Law of Averages will yield a bountiful crop of sales.

If you apply thought and love to the chapter entitled "The Power That Sells," you will find that it will work wonders for you. The contents of this chapter will revitalize your entire Life and put new zest and enthusiasm in your selling activities. As you recall, this chapter discusses your spiritual power. Therefore, thought at this very moment will help you to come to a conscious, vital realization of your oneness with God and His Divine Presence, and show you how to draw on his infinite life, infinite intelligence, and infinite power that is all around you. Love will help you to practice these principles and enable you to destroy skepticism, distortion, doubt, dread, worry, and anxiety. It will give you the power to double your sales and satisfy every want in your life.

Always remember that thought develops the ideas with which you sell, but love makes those ideas felt. Thought visualizes the advantages of the product, but love makes those advantages live and vibrate. Thought directs you to the prospect, but love draws the prospect to you.

You, America's salesmen, must continue to tackle tomorrow's frontiers and blaze the trail of progress with your traditional vigor and determination. With patience, pluck, and persistence, engendered with optimism and faith, our prosperity will continue to grow and expand and the American way of life will continue to be the symbol of world progress. And, as you continue to grow, expand, and prosper, keep your heart overflowing with gratitude for the infinite blessings that you now enjoy. And may God direct you, guide you, control you, nourish you, and sustain you, in helping you to become a better man and a better salesman.

  Chapter 24 : 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

Who Else Wants
The Best Free Ebook?

 
Version 2.0 (March 2005)

Your Most Important FREE Download

Get It Now

Looking For Something ? Find it HERE
Ultimate Marketing Center | Affiliate Classroom | Affiliate Cash Secrets | Netbreakthroughs
Affiliate Landmine | Third Sphere Hosting | Article Marketer | Squeeze Videos  | Aweber
Trafficology | Self Improvement Millionaire | The Lost Files | Hostgator | Your Own Articles
Success Alert | Dominate Clickbank | 378 Predictions |Article Post Robot | Membership Riches
 Cash Injections | Magic Disk | Worn Paper | Job Haters | Content ReWriter Pro | Project X
Private Label Books | Anything-Fast | Public Domain Prowler | Secret Affiliate Weapons
Clickbank Accountant  | Secrets To Their Success | Google Cash | The Profit Monster