the customer a lace handkerchief could say:
Positive statement: This is beautiful, and it’s quite reasonable...
Affirmative question: Don’t you think so?
Answer: Yes.
Affirmative question: May I gift wrap it for you, then?
Answer: Yes.
4. The effective close I found is just as simple:
Positive statement: So, if you don’t mind, I would like to write it for you also, if I may...
Affirmative question: May I?
Answer: Yes.
Why It Was Written
The stories of my experiences in the Dime Bank Building indicate the techniques I used to begin to develop my sales system that never fails, and why I used them. I was searching for the necessary knowledge for each step that would comprise the entire sales presentation. I was endeavoring to acquire the know-how–the experience of using this specific knowledge–through repeated action.
In brief, I was preparing myself to develop the habit of using a formula that would consistently obtain outstanding results in sales for me in the shortest possible space of time.
Although I didn’t realize it then, I was in reality getting ready for tomorrow. For some years later, I discovered that my sales system employed principles that are the common denominator of continuous successful achievement in every human activity. And thus I made a greater discovery: the success system that never fails.
What Does It Mean to You?
Health, happiness, success, and wealth can be yours when you understand and employ the success system that never fails.
For the system works...if you work the system.
Up to this point, you may not recognize and understand the success principles to be found in the stories and explanations you have read well enough to adopt them. But as you continue to read, they will become crystal clear.
As you search for the success system that never fails, you will make faster and more permanent progress by keeping in mind the three necessary ingredients, which are, in order of their importance:
1. Inspiration to action: that which motivates you, or anyone else, to act because you want to.
2. Know-how: the particular techniques and skills that consistently get results for you. Know-how is the proper application of knowledge. Know-how becomes habit through actual repetitive experience.
3. Activity knowledge: knowledge of the activity, service, product, methods, techniques, and skills with which you are particularly concerned.
For continuous success, it is necessary to get ready for tomorrow. To get ready for tomorrow, you must be a self-builder. And to learn to be a self-builder, read the next chapter.Little Hinges That Swing Big Doors
1. In the end, your environment will control you; therefore, make sure that you control your environment. Avoid situations, acquaintances, associates, who tend to hold you back.
2. Success is achieved by those who try. Where there’s a lot to gain and little to lose, try.
3. Thinking will not overcome fear, but action will.
4. Never forget: The system will work...if YOU work the system.
Be a Self-Builder
“Don, do you know where I can get a job?”
Donald Moorhead hesitated, smiled, and said, “Yes, Jim. See me at my office at 8:30 tomorrow morning.”
That’s the way the conversation was closed. It began when Mr. Moorhead, an officer of the United States Casualty Company, met a friend one afternoon while walking down Wall Street.
And the next morning, when Jim came up to see him, Don suggested that an easy way to make a large income and render a service to the public was to sell accident and health insurance.
“But”, said Jim, “I’d be scared stiff. I wouldn’t know whom to call on. I’ve never sold a thing in my life.”
“That’s nothing to be worried about”, was the response. “I’ll tell you what to do. I’ll guarantee that you can’t fail...if you call on five persons a day. And I’ll give you the names of five prospects each morning, if you’ll make me a promise.”
“What’s the promise?”
“Promise me that you’ll call on each of them the same day I give you their names. It’s all right to mention my name if you want to. But don’t tell them I sent you.”
Jim needed a job badly, and it didn’t take very long for his friend to convince him that he should at least try. So Jim took the necessary literature and instructions home to study, and reported back to Mr. Moorhead’s office a few mornings later to get his five names and get started on a new career.
It’s in Your Mind
“Yesterday was a thrilling day!” he exclaimed, when he reported the next morning with two sales and lots of enthusiasm.
He had better luck the second day, for he sold three of the five prospects. The third morning he rushed out of Mr. Moorhead’s office, full of vim and vitality, with five more names. These were especially good leads–he sold four of the five prospects he called upon.
When the new, enthusiastic salesman reported to work the following morning, Mr. Moorhead was in an important conference. Jim waited in the reception room for about 15 minutes before Mr. Moorhead came out of his private office and said, “Jim, I’m in an exceedingly important meeting that will probably last all morning. Why don’t you save my time and yours? Get the five names for yourself from the classified telephone book. That’s what I’ve been doing for the last three days. Here–I’ll show you how I do it.”
Then Don opened the classified book at random, pointed to an ad, picked out the name of the president of the company, and wrote down the name and address. Then he said: “Now you try it.” Jim did. After he had written down his first name and address, Don continued: “Remember, success in selling is a matter of mental attitude–the attitude of the salesman. Your entire career may depend on whether you can develop the same right mental attitude when you call on the five names you select as you had when you called on the persons whose names I gave you.”
And thus started the career of a man who subsequently made a real success. For he realized the truth–it’s in your mind. In fact, he improved the system. To be certain that his prospect would be in, he telephoned and made an appointment. It’s true that he had to develop know-how in making appointments. But he got this with experience.
And that’s how you learn know-how–through experience.
Then there is the story of the banker who made one mistake and lost his position but got himself a better job when he took inventory of himself. It was recently told me by Edward R. Dewey, Director of The Foundation for the Study of Cycles.
Take Inventory of Yourself
“Mike
