in PDF Ebook Edition!
Power of Creative Selling
book is for every person who has chosen salesmanship
as career and
livelihood. It teaches basically everything you need
to become a
successful salesman and how to make it a fulfilling
NOTE: Page numbers listed below are from an
version, and do not reflect ebook page numbers.
information has been preserved within the ebook, and is
to give you an overview.
1. I STUBBED MY TOE 1
How my Hundred-Thousand-Dollar Dream Came True 3.
an Idea Gave Me Faith 4. How I Converted Faith into
5. The Essentials of a Good Sales Plan 6. A Lesson
Actor 7. A Sales Plan Gets Results 7.
YOUR PLACE IN OUR ECONOMY 9
The Need for Creative Selling 10. How to Overcome
Thinking 11. How Courage Gives You Power 12. How to
Your Effort Pay Off 13.
How TO ATTRACT THE PROSPECT ….14
How to Attract the Prospect's Interest 15. How to
Use the Law
of Attraction to Make Sales 16. The Importance of
Yourself 17. The Three Sources of Sales 17. Your
Three Main Interests 18. The Three Advantages Your
Desires 18. You Have to Give in Order to Get 19. The
Creative Selling Lies in You 20. How to Turn Your
Power into Cash 21.
How TO CREATE A SALE …..22
A Good Sales Plan Can Create a Market 23. Gain
pect's Interest by Showing Interest in Him 24. You
Ideas to Harvest Sales 25. Get the Facts, Then Study
Prospect 26. How to Present Your Sales Plan 27. The
tance of the Right Word in the Right Place 29. How to
Your Sales Plan Scientifically 30. The Power of
WHY THE PROSPECT BUYS ….32
Anticipate Your Prospect's Questions 33. The Five
Reasons Why a Prospect Buys 34. The Prospect Buys It
cause He Needs It 35. The Prospect Buys It Because He
Use It 36. The Prospect Buys It Because It Adds to His
by Owning It 39. The Prospect Buys It Because It Will
His Pride 40. The Prospect Buys It Because It Will
Caution 40. How to Use These Motives to Make Sales 43.
6. HOW TO TURN OBJECTIONS INTO SALES ... 44
How to Prove an Objection Is Groundless 45. Don't
Product, Sell Its Advantages 47. How Creative Thinking
Objections into Sales 48. An Objection Is Often a
Buying in Disguise 50. How to Get Around an Objection
The Importance of Constructive Suggestions 52. How
Selling Will Increase Your Sales 54.
HOW TO PERFECT YOUR SALES PLAN .... 55
Repetition Will Make Your Sales Plan a Part of You
Importance of Conviction 57. The Key to More Sales 58.
fecting Your Sales Plan Pays Off 59.
THE POWER THAT SELLS 61
The Power of Faith 62. The Two Kinds of Faith 63.
Discover Truth 64. The Infinite Range of Thought 65.
Discover Your Spiritual Power 66. Spiritual Power Can
the World 67. How to Realize Your Potentialities 68.
THE SCIENTIFIC TIME AND WAY TO CALL ON A
to Contact Executives and Self-Employed Prospects 71.
When to Contact Professional Prospects 71. When to
Other Employees 73. How to Make a Good First
on the Prospect 74. What's in a Name?—Plenty! 75. How
Avoid Offending Prospects 76. The Importance of
Pleasing the Prospect Pays Off 78.
THE PHILOSOPHY OF SELLING 79
Take Stock of Yourself 80. A Philosophy of Selling
Importance of Wisdom 82. The Potentialities of
ing 84. Apply the Philosophy and Get Results 85.
and Financial Profit Await You 86.
How TO CLOSE A SALE 88
Closing the Sale—the Final Step in Selling 89.
Sales Techniques 89. When to Close the Sale 91. Tested
ing Sentences 92. How to Close Sales Effectively 93.
How THE LAW OF AVERAGES CAN DOUBLE
YOUR SALES 95
What Is the Law of Averages? 96. How to Use the Law of
Averages 98. How the Law of Averages Works for You
The Law of Averages Can Double Your Sales 102.
13. THE ACCUMULATED VALUE OF SALES EFFORT . 105
Keep a Complete Record of Your Sales Effort 106.
odical Reviews 107. Turn Your Accumulated Effort into
108. Cash in on Your Investment 109.
THE MAGIC POWER OF PERSONALITY ................ 111
You Can Change Your Character 112. Analyze Your
Habits 113. Rely on Yourself 115. Develop the Spirit
timism 116. Keep Active 116. Take It Easy 117. How to
Develop Your Powers of Expression 118. How to Achieve
Clarity in Your Speech 120. Make the Power of
Work for You 121.
How TO MAKE APPOINTMENTS 123
How to Make an Appointment 124. Make the Telephone
Junior Salesman 125. How the Telephone Can Increase
Sales 127. How to Use the Telephone Effectively 128.
by Appointment Will Increase Your Prestige 129. Every
Money in Your Pocket 130.
WATCH YOUR WORDS 132
The Importance of Your Vocabulary 133. How to Use
Words 134. It Pays to Know Your Words 138. How to Use
Words Effectively 139. How to Increase Your Word Power
141. How Word Power Will Mean Money in Your Pocket
How TO TURN YOUR IMAGINATION INTO A
JUNIOR SALESMAN 143
How to Put Your Imagination to Work 144. Train Your
nation to Visualize 145. Train Your Imagination to
Something 146. Train Your Imagination to Observe
148. Train Your Imagination to Ask Questions 150.
Imagination to Gather Ideas 151. How You Can "Get the
Breaks" 152. Make Your Imagination Your Junior
for Life 153.
How TO TURN HUNCHES INTO CUSTOMERS . . 154
The Importance of Instincts 155. How Intuition Can
156. Where Do Hunches Come From? 157. How to Make
Your Spare Time Work for You 158. How Your Hunches
Increase Your Sales 160.
How TO GET CHARGED UP AND GO AHEAD . . 162
How to Assure Physical Health 163. Breathe in
Plenty of Air
164. Discipline Yourself to Masticate Your Food
164. Drink Plenty of Water 165. Take Walks in the Sun-
shine 166. How to Have More Power 167. Develop a
Attitude 168. Co-ordinate Your Thoughts and Ideas in
mony 169. Be Inquisitive and Question Your Own
169. Peep Inward Now and Then 170. Visualize with a
Conception 170. How to Assure Spiritual Health 171.
THE SECRET POWER OF CHARM 174
Six Rules to Enhance Your Charm 175. The Rule of
tion 175. The Rule of Preparation 176. The Rule of
176. The Rule of Praise 177. The Rule of Tolerance
Rule of Natural Tendencies 179.
A LETTER HE WILL REMEMBER 181
How a Good Letter Is Constructed 183. How to Write
tive Business Letters 185. How Letters Can Increase
TAKE THE BRAKES OFF 191
Learn from the Sermon on the Mount 191. A Positive
for Relaxation 193. The Importance of Prayer 195. How
laxation Will Add to Your Selling Power 196. Relax,
Watch Your Sales Climb 198.
You LIVE IN CLOVER 199
The Economic Strength of America 200. The Big
and More Things for More and More People 202. The
Is Bright 204.
How THOUGHT AND LOVE DO IT 205
Every idea advanced in this book has one
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
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
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
In that time, I have sold both tangibles
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
ambitions, aspirations, attitudes, likes,
dislikes, wants, and desires. Combining
all this information, I have incorporated
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
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
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
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