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The Power
of Creative Selling
EARL PREVETTE
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"This 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 craft"
TABLE OF CONTENTS
CHAPTER PAGE
1. I STUBBED MY TOE 1
How my Hundred-Thousand-Dollar Dream Came
True 3. How
an Idea Gave Me Faith 4. How I Converted Faith
into Results
5. The Essentials of a Good Sales Plan 6. A
Lesson from the
Actor 7. A Sales Plan Gets Results 7.
2. YOUR PLACE IN OUR ECONOMY 9
The Need for Creative Selling 10. How to
Overcome Negative
Thinking 11. How Courage Gives You Power 12. How
to Make
Your Effort Pay Off 13.
3. 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 Knowing
Yourself 17. The Three Sources of Sales 17. Your
Prospect Has
Three Main Interests 18. The Three Advantages
Your Prospect
Desires 18. You Have to Give in Order to Get 19.
The Power of
Creative Selling Lies in You 20. How to Turn
Your Creative
Power into Cash 21.
4. How TO CREATE A SALE …..22
A Good Sales Plan Can Create a Market 23.
Gain Your Pros-
pect's Interest by Showing Interest in Him 24.
You Must Plant
Ideas to Harvest Sales 25. Get the Facts, Then
Study Your
Prospect 26. How to Present Your Sales Plan 27.
The Impor-
tance of the Right Word in the Right Place 29.
How to Build
Your Sales Plan Scientifically 30. The Power of
Thought
Forces 30.
5. WHY THE PROSPECT BUYS ….32
Anticipate Your Prospect's Questions 33. The
Five Scientific
Reasons Why a Prospect Buys 34. The Prospect
Buys It Be-
cause He Needs It 35. The Prospect Buys It
Because He Can
Use It 36. The Prospect Buys It Because It Adds
to His Wealth
by Owning It 39. The Prospect Buys It Because It
Will Satisfy
His Pride 40. The Prospect Buys It Because It
Will Satisfy His
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 Sell the
Product, Sell Its Advantages 47. How Creative
Thinking Turns
Objections into Sales 48. An Objection Is Often
a Reason for
Buying in Disguise 50. How to Get Around an
Objection 51.
The Importance of Constructive Suggestions 52.
How Creative
Selling Will Increase Your Sales 54.
7. HOW TO PERFECT YOUR SALES PLAN .... 55
Repetition Will Make Your Sales Plan a Part
of You 56. The
Importance of Conviction 57. The Key to More
Sales 58. Per-
fecting Your Sales Plan Pays Off 59.
8. THE POWER THAT SELLS 61
The Power of Faith 62. The Two Kinds of
Faith 63. How to
Discover Truth 64. The Infinite Range of Thought
65. How to
Discover Your Spiritual Power 66. Spiritual
Power Can Change
the World 67. How to Realize Your Potentialities
68.
9. THE SCIENTIFIC TIME AND WAY TO CALL ON
A
PROSPECT 70
When to Contact Executives and Self-Employed
Prospects 71.
When to Contact Professional Prospects 71. When
to Call on
Other Employees 73. How to Make a Good First
Impression
on the Prospect 74. What's in a Name?—Plenty!
75. How to
Avoid Offending Prospects 76. The Importance of
Courtesy 77.
Pleasing the Prospect Pays Off 78.
10. THE PHILOSOPHY OF SELLING 79
Take Stock of Yourself 80. A Philosophy of
Selling 81. The
Importance of Wisdom 82. The Potentialities of
Creative Sell-
ing 84. Apply the Philosophy and Get Results 85.
Personal
and Financial Profit Await You 86.
11. How TO CLOSE A SALE 88
Closing the Sale—the Final Step in Selling
89. Review Your
Sales Techniques 89. When to Close the Sale 91.
Tested Clos-
ing Sentences 92. How to Close Sales Effectively
93.
12. 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 100.
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. Make Peri-
odical Reviews 107. Turn Your Accumulated Effort
into Cash
108. Cash in on Your Investment 109.
14. THE MAGIC POWER OF PERSONALITY
................ 111
You Can Change Your Character 112. Analyze
Your Present
Habits 113. Rely on Yourself 115. Develop the
Spirit of Op-
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
Personality
Work for You 121.
15. How TO MAKE APPOINTMENTS 123
How to Make an Appointment 124. Make the
Telephone Your
Junior Salesman 125. How the Telephone Can
Increase Your
Sales 127. How to Use the Telephone Effectively
128. Selling
by Appointment Will Increase Your Prestige 129.
Every Call is
Money in Your Pocket 130.
16. WATCH YOUR WORDS 132
The Importance of Your Vocabulary 133. How
to Use Ket/
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 141.
17. How TO TURN YOUR IMAGINATION INTO A
JUNIOR SALESMAN 143
How to Put Your Imagination to Work 144. Train
Your Imagi-
nation to Visualize 145. Train Your Imagination
to Think Up
Something 146. Train Your Imagination to Observe
Children
148. Train Your Imagination to Ask Questions
150. Train Your
Imagination to Gather Ideas 151. How You Can
"Get the
Breaks" 152. Make Your Imagination Your Junior
Salesman
for Life 153.
18. How TO TURN HUNCHES INTO CUSTOMERS . .
154
The Importance of Instincts 155. How
Intuition Can Help You
156. Where Do Hunches Come From? 157. How to
Make
Your Spare Time Work for You 158. How Your
Hunches Will
Increase Your Sales 160.
19. 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
Thoroughly
164. Drink Plenty of Water 165. Take Walks in
the Sun-
shine 166. How to Have More Power 167. Develop a
Positive
Attitude 168. Co-ordinate Your Thoughts and
Ideas in Har-
mony 169. Be Inquisitive and Question Your Own
Thoughts
169. Peep Inward Now and Then 170. Visualize
with a Clear
Conception 170. How to Assure Spiritual Health
171.
20. THE SECRET POWER OF CHARM 174
Six Rules to Enhance Your Charm 175. The
Rule of Adapta-
tion 175. The Rule of Preparation 176. The Rule
of Interest
176. The Rule of Praise 177. The Rule of
Tolerance 179. The
Rule of Natural Tendencies 179.
21. A LETTER HE WILL REMEMBER 181
How a Good Letter Is Constructed 183. How to
Write Effec-
tive Business Letters 185. How Letters Can
Increase Your
Sales 189.
22. TAKE THE BRAKES OFF 191
Learn from the Sermon on the Mount 191. A
Positive Formula
for Relaxation 193. The Importance of Prayer
195. How Re-
laxation Will Add to Your Selling Power 196.
Relax, and
Watch Your Sales Climb 198.
23. You LIVE IN CLOVER 199
The Economic Strength of America 200. The
Big Idea: More
and More Things for More and More People 202.
The Future
Is Bright 204.
24. How THOUGHT AND LOVE DO IT 205
| Book Excerpts:
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 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. 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 |
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