Synopsis
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
