The Power of Creative Selling E-Book

Earl Prevette

• Herausgeber: Earl Prevette
• Kategorie: Ratgeber
• Sprache: Englisch

Veröffentlichungsjahr: 2014

Beschreibung

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


 

Leseprobe

The Power of Creative Selling

by Earl Prevette, A. B., L. L. B.

Original edition by PRENTICE-HALL, ING.

Englewood Cliffs, N. J. Copyright, 1954, by EARL PREVETTE

1st Digital edition 2014 by David De Angelis

ToAll Salesmen Everywhere

I sincerely dedicate this book, with the fervent prayer and hope that you will read it well; that you will endeavor to understand its principles and thus come to a vital realization of your creative power and ability. Your success will be my reward.

Contents

The Power of Creative Selling

To All Salesmen Everywhere

Introduction How this book can help you

1. I Stubbed My Toe

How My Hundred-Thousand-Dollar Dream Came True

How an Idea Gave Me Faith

How I Converted Faith into Results

The Essentials of a Good Sales Plan

A Lesson from the Actor

A Sales Plan Gets Results

2. Tour Place in Our Economy

The Need for Creative Selling

How to Overcome Negative Thinking

How Courage Gives You Power

How to Make Your Effort Pay Off

3. How to Attract the Prospect

How to Attract the Prospect’s Interest

How to Use the Law of Attraction to Make Sales

The Importance of Knowing Yourself

The Three Sources of Sales

Your Prospect Has Three Main Interests

The Three Advantages Your Prospect Desires

You Have to Give in Order to Get

The Power of Creative Selling Lies in You

How to Turn Your Creative Power into Cash

4. How to Create a Sale

A Good Sales Plan Can Create a Market

Gain Your Prospect’s Interest by Showing Interest in Him

You Must Plant Ideas to Harvest Sales

Get the Facts, Then Study Your Prospect

How to Present Your Sales Plan

The Importance of the Right Word in the Right Place

How to Build Your Sales Plan Scientifically

The Power of Thought Forces

5. Why the Prospect Buys

Anticipate Your Prospect’s Questions

The Five Scientific Reasons Why a Prospect Buys

1. The Prospect Buys It Because He Needs It

2. The Prospect Buys It Because He Can Use It

3. The Prospect Buys It Because It Adds To His Wealth By Owning It

4. The Prospect Buys It Because It Will Satisfy His Pride

5. The Prospect Buys It Because It Will Satisfy His Caution

How to Use These Motives to Make Sales

6. How to Turn Objections into Sales

How to Prove an Objection Is Groundless

Dont Sell the Product, Sell Its Advantages

How Creative Thinking Turns Objections into Sales

An Objection Is Often a Reason for Buying in Disguise

How to Get Around an Objection

The Importance of Constructive Suggestions

How Creative Selling Will Increase Your Sales

7. How to Perfect Tour Sales Plan

Repetition Will Make Your Sales Plan a Part of You

The Importance of Conviction

The Key to More Sales

Perfecting Your Sales Plan Pays Off

8. The Power That Sells

The Power of Faith

The Two Kinds of Faith

How to Discover Truth

The Infinite Range of Thought

How to Discover Your Spiritual Power

Spiritual Power Can Change the World

How to Realize Your Potentialities

9. The Scientific Time and Way to Call on a Prospect

When to Contact Executives and Self-Employed Prospects

When to Contact Professional Prospects

When to Call on Other Employees

How to Make a Good First Impression on the Prospect

“What’s in a Name?”—Plenty!

How to Avoid Offending Prospects

The Importance of Courtesy

Pleasing the Prospect Pays Of

10. The Philosophy of Selling

Take Stock of Yourself

A Philosophy of Selling

The Importance of Wisdom

The Potentialities of Creative Selling

Apply the Philosophy and Get Results

Personal and Financial Profit Await You

11. How to Close a Sale

Closing the Sale—the Final Step in Selling

Review Your Sales Techniques

When to Close the Sale

Tested Closing Sentences

How to Close Sales Effectively

12. How the Law of Averages Can Double Tour Sales

What Is the Law of Averages?

How to Use the Law of Averages

How the Law of Averages Works for You

The Law of Averages Can Double Your Sales

13. The Accumulated Value of Sales Effort

1. Keep a Complete Record of Your Sales Effort

2. Make Periodical Reviews

3. Turn Your Accumulated Effort into Cash

Cash In on Your Investment

14. The Magic Power of Personality

You Can Change Your Character

1. Analyze Your Present Habits

2. Rely on Yourself

3. Develop the Spirit of Optimism

4. Keep Active

5. Take It Easy

How to Develop Your Powers of Expression

How to Achieve Clarity in Your Speech

Make the Power of Personality Work for You

15. How to Make Appointments

How to Make an Appointment

Make the Telephone Your Junior Salesman

How the Telephone Can Increase Your Sales

How to Use the Telephone Effectively

Selling by Appointment Will Increase Your Prestige

Every Call Is Money in Your Pocket

16. Watch Tour Words

The Importance of Your Vocabulary

How to Use Key Words

It Pays to Know Your Words

How to Use Words Effectively

How to Increase Your Word Power

How Word Power Will Mean Money in Your Pocket

17. How to Turn Tour Imagination into a Junior Salesman

How to Put Your Imagination to Work

1. Train Your Imagination to Visualize

2. Train Your Imagination to Think Up Something

3. Train Your Imagination to Observe Children

4. Train Your Imagination to Ask Questions

5. Train Your Imagination to Gather Ideas

How You Can “Get the Breaks”

Make Your Imagination Your Junior Salesman for Life

18. How to Turn Hunches into Customers

The Importance of Instincts

How Intuition Can Help You

Where Do Hunches Come From?

How to Make Your Spare Time Work for You

How Your Hunches Will Increase Your Sales

19. How to Get Charged Up and Go Ahead

How to Assure Physical Health

1. Breathe in Plenty of Air

2. Discipline Yourself to Masticate Your Food Thoroughly

3. Drink Plenty of Water

4. Take Walks in the Sunshine

How to Have More Power

1. Develop a Positive Attitude

2. Co-ordinate Your Thoughts and Ideas in Harmony

3. Be Inquisitive, and Question Your Own Thoughts

4. Peep Inward Now and Then

5. Visualize with a Clear Conception

How to Assure Spiritual Health

20. The Secret Power of Charm

Six Rules to Enhance Your Charm

1. The Rule of Adaptation

2. The Rule of Preparation

3. The Rule of Interest

4. The Rule of Praise

5. The Rule of Tolerance

6. The Rule of Natural Tendencies

21. A Letter He Will Remember

How a Good Letter Is Constructed

How to Write Effective Business Letters

How Letters Can Increase Your Sales

22. Take the Brakes Off

Learn from the Sermon on the Mount

A Positive Formula for Relaxation

The Importance of Prayer

How Relaxation Will Add to Your Selling Power

Relax, and Watch Your Sales Climb

23. You Live in Clover

The Economic Strength of America

The Big Idea: More and More Things for More and More People

The Future Is Bright

24. How Thought and Love Do It

IntroductionHow this book can help you

At the beginning of our thinking together on this most timely subject, The Power of Creative Selling, I only regret that it is impossible for me to be in your home or office, to discuss with you, face to face, what I have written. However, in preparing this book, I have taken you into my complete confidence. My purpose has been to visualize myself in your shoes.

I realize that many books on selling are dull and uninteresting. In fact, you grow tired and weary trying to read them. I have therefore asked myself many times: Is what I am writing interesting? Is it instructive? Is it inspiring? Is it getting over the right idea? Every idea advanced in this book has one objective in view: your interest. Will it stimulate you? Will it instruct you? Will it inspire you? Will it increase your understanding? Will it contribute to your growth? Will it help you to be a bigger man and a better salesman?

Creative selling is both a science and an art. The science teaches you what to do, and the art teaches you how to doit. 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. I have studied their behavior, and this has given me an insight into their temperaments, dispositions, ambitions, aspirations, attitudes, likes, dislikes, wants, and desires. Combining all this information, I have incorporated the best parts of it in this book.

The Power of Creative Selling is more than a book. It is an entirely new plan of selling, setting forth proven methods for creating more sales, earning a larger income, and enjoying more peace of mind. It is not the work of a theorist in an Ivory Tower, but of a stern realist who has encountered all the problems and heartaches that you are encountering, and who has solved many of the situations that are perplexing you at this very moment. In my years of experience, combined with reading, analyzing, and researching, I have learned what is necessary to influence people to buy—plus what it takes to keep them as friends.

It is impossible to put in the Introduction the many things this book can do for you. To do so would be to incorporate the context itself, because every page has a message. If you will read what follows and apply to your own life the powerful principles set forth, you will have a workable plan of creative selling that will really get results and enable you to sell anything.

Earl Prevette