AOH :: !13STEPS.TXT|
The 13 Steps to Success
13 Steps To Success
The thirteen steps to success can be your road to freedom.
Freedom for your family to do the things they want to do, when
they want to do them.
If you'll follow the ideas set forth with the 13 Steps To
Success we can guarantee that you'll be the leader in sales
(marketing) in your community.
1. ENTHUSIASM - Make a high and holy resolve that you will
double the amount of enthusiasm that you have been putting into
your work and into your life. To become enthusiastic - ACT
2. ORDER: SELF-ORGANIZATION - Let all things be in their
places; Let each part of your business have its time. Resolve
to perform what you can - Perform without fail what you resolve.
3. THINK IN TERMS OF OTHERS' INTERESTS - The most important
secret of sales is to find out what the other person wants, then
help them to find the best way to get it. Help me to get my
mind off myself and what I am going to make out of a sale, and
get my mind on the other person and what he will get out of the
4. QUESTIONS - Cultivate the art of asking questions.
Questions, rather than positive statements, will be the most
effective means of making a sale, or winning people to your way
of thinking. Inquire rather than attack.
5. KEY ISSUE - The main problem in selling is to: Find the
basic need, or the main point of interest. Find it and stick to
6. SILENCE. LISTEN - Show the other person you are sincerely
interested in what he is saying. Give him all the eager
attention and appreciation that he craves and is so hungry for,
but seldom gets.
7. SINCERITY. DESERVE CONFIDENCE - To win and hold the
confidence of others, Rule Number One is: Deserve confidence.
The Golden Rule applies: "Do unto others, as you would have
them do unto you."
8. KNOWLEDGE OF MY BUSINESS - To have confidence in yourself,
and win and hold the confidence of others, the only rule is:
Know your business and keep on knowing your business.
9. APPRECIATION AND PRAISE - Everyone likes to feel important.
People are hungry for praise, starving for honest appreciation.
Show that you believe in them and expect bigger things of them.
If your interest is sincere, there is nothing they appreciate
10. SMILE. HAPPINESS - If you want to be welcome everywhere,
give every living soul you meet an honest-to-goodness smile,
from down deep inside, even your own wife and family and see how
better YOU feel and look.
11. REMEMBER NAMES AND FACES - Impression: Get a clear
impression of the name. Form the habit of taking a mental
picture of the name. Repetition: Repeat the name immediately
and often. You can remember almost anything if you repeat it
often enough. Association: Associate the person's name with
their appearance or business.
12. SERVICE AND PROSPECTING - Never forget a customer and never
let a customer forget you. New customers are the best source of
new business .. NEW customers. Never let a sale run into a dead
13. CLOSING THE SALE. ACTION - Before the interview repeat:
This is going to be the best interview I ever had. "You never
know what's in a man's mind by what he says." Welcome
Each of these 13 steps to success should be written on a 3x5
card that you can easily carry with you in your daily affairs.
Start your system with Step number one. Carry that card with
you for one week. Everyday take the card out of your pocket to
read. We mean really read it. Read the card as many times as
you can during the day while you are calling on clients, eating
lunch, reading, whatever. It will reinforce the ideas outlined
in the 13 steps.
Do this each week with each one of your cards. At the end of
the 13 weeks start the process all over again.
And if you think that you ever stop the process .. well ..
that's when your sales will also stop. Once you've formed the
habit of reading your cards everyday it will become as automatic
as getting dressed in the morning.
REMEMBER: "Knowledge is power. Power is success. Success is
helping other people help themselves to get what they want."
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