Productivity Tip For Your Sales Force
January 7, 2008
BENJAMIN FRANKLIN’S SECRET OF SUCCESS
Benjamin Franklin, just a small printer in Philadelphia, found himself badly in debt.
He thought of himself as a simple man of ordinary ability, but believed he could acquire the essential principles of successful living, if only he could find the right method. Having an inventive mind, he devised a method so simple, yet so practical, that anyone could use it.
Franklin chose 13 subjects, which he felt were necessary or desirable for him to acquire and try to master, and he gave a week’s strict attention to each subject, successively. In this way, he was able to go through his entire list in 13 weeks, and repeat the process four times in a year. It was to this one idea that Benjamin Franklin felt he owed all his success and happiness.
Frank Bettger took Franklin’s idea and applied it to selling. Frank Bettger wrote several classic books on selling.
I have taken the liberty of adding my own energy-boosting thoughts to those of Bettger and Franklin.
Here’s my Outrageous Energy version of Franklin and Bettger’s lists:
1. Enthusiasm
2. Breathe deeply and slowly
3. Think in terms of others’ interests
4. Ask More Questions
5. What IS Their Key issue?
6. Silence: listen
7. Sincerity: deserve confidence by being authentic
8. Knowledge of my business
9. Appreciation and praise
10. Smile: happiness
11. Remember names and faces
12. Service
13. Closing the sale: or opening a relationship, which action is best now?
Franklin used what he called a Pocket Reminder and kept it with him at all times. I suggest that you follow his example.
Please write the words below on a 3×5 index card. Carry simple this Pocket Reminder with you. Read it several times a day. Memorize it. I believe you’ll boost your performance!
POCKET REMINDER #1Enthusiasm
• Force yourself to act enthusiastic, and you’ll become enthusiastic.
• Enthusiasm puts your fear to work for you.
• Enthusiasm is contagious.
• Enthusiasm sustains you in the difficult times.
• Commit to double the amount of enthusiasm that you have been putting into your work and into your life.
Remember — Enthusiasm builds Outrageous Energy!
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