www.frankbettger.info
1966 Tice Valley
Suite 200
Walnut Creek, CA
94595
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Emulating Ben Franklin - Frank Bettger’s Success Lineup:
#1 – Enthusiasm
#2 – Order (self-organization)
#3 – Others
#4 – Questions
#5 – Silence, Listen
#6 – Resolution
#7 – Frugality
#8 – Sincerity
#9 – Praise vs. Criticism
#10 – Health
#11 – Happiness
#12 – Humility
#13 – Faith
Sales Line Up:
#1 – Enthusiasm
If you don't FEEL enthusiastic, ACT enthusiastic. Soon, you'll BE enthusiastic. Double your enthusiasm and you'll probably double your income.
#2 – Order (self-organization)
Set aside time to plan how you will spend your time. Think about what's most important. Then do those things first.
#3 – Think in terms of others' interests. Find out what your prospect wants. Show him or her how to get it.
#4 – Questions
Questions get you further than comments. Let your prospect talk while you discover his or her wants.
#5 – Key issue
Find the prospect's basic need or main interest. Then focus solely on it! Ask "why" and "in addition to that" to discover the key issue.
#6 – Silence (listen)
Good listening works magic in selling. Listen intently intentionally!
#7 – Sincerity (deserve confidence)
If you don't believe in what you're selling, neither will your prospect. Give your prospect the service you would want.
#8 – Knowledge of my business
Keep your mind young by continuing to learn about your business.
#9 – Appreciation and praise
Show people you believe in them and expect great things.
Don't go overboard – just give them your honest appraisal.
#10 – Smile (happiness)
Smile your best smile at everyone you see. Think about all the things you have to be thankful for … and smile. The world will smile with you.
#11 – Remember names and faces
Take a mental photograph of the person's name. Repeat it immediately in the conversation and then silently to yourself. Associate his or her name and profession.
#12 – Service and prospecting
Take care of them and they will take care of you. Follow-up on all leads immediately. Set up for your next contact on this contact.
#13 – Closing the sale (action)
Proceed through the sales process – Attention, Interest, Desire, Close. Conclude your presentation with the magical question, "How do you like it?" Welcome objections. Don't be afraid to ask for the money.
Frank (Pep) Bettger
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