Selling Points of Hundred-pointers: A Collection of Practical Talks and Arguments Dealing with the Education of Salesmen and the Sale of Merchandise
Edmund D. Gibbs
E.D. Gibbs Company, Incorporated, 1917 - Selling - 96 pages
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ability advantage advertising matter answer argument assent Backbone believe benefit Benjamin Franklin best salesman better bigger buyer cent close co-operation competitor confidence convinces cork costs customer's demonstrate dollar E. D. Gibbs effort enthusiasm eyes fact fail feel five things give greatest habit hard home office honesty Hugh Chalmers hustling idea important interest J. A. Wilson J. E. Rogers job ahead keep Know your product knowledge listen look man's Marshall Field mind minute needs Never old selling points pect price asked produce profit proposition prospective purchaser question quota realize S. C. Dobbs sales manager salesmanship satisfied customer satisfied user SCHWAB shoes sincerity success super-salesman sure T. J. Watson talk tell territory thought tion to-day trying unless W. H. COTTINGHAM want to buy waste word worth
Page 4 - PHE great factor in selling is the human factor, * and not the things we sell. The things must be right, of course; but it's people who buy and use the things, and therefore, it's people whom we must interest and deal with in getting rid of things. Too many business men are paying too much attention to the things they make and not enough attention to the people who make them, the people who sell them, and the people who use them. The efficient sales manager is essentially a manager of men — not...
Page 80 - THINGS TO REMEMBER The Value of Time The Success of Perseverance The Pleasure of Working The Dignity of Simplicity The Worth of Character The Power of Kindness The Influence of Example The Obligation of Duty The Wisdom of Economy The Virtue of Patience The Improvement of Talent The Joy of Originating The above "Twelve Things to Remember" were the guiding rules of the late Marshall Field, of Chicago Success is afoot early.
Page 54 - ... compel a man to listen to you by loud or fast talking. Don't make him feel that he can't get a word in edgeways and has to listen until you are out of breath. This is not the sort of compulsion that makes customers. But make him believe that you have something to say and will say it quickly.
Page 35 - Some men can best gain their ends by creating an impression that they are extremely lazy, others by creating the impression that they are exceedingly energetic. The important point is to be on the spot at the moment most favorable for gaining the desired advantage; and it will be found that of the men who get what they want in this world, both those who seem to hasten and those who seem to lounge are always at the right place at the right time.
Page 54 - I see you are busy. If you can give me your attention for a few minutes I shall be pleased; but I don't want to interrupt you, if you cannot spare the...
Page 80 - The value of time. The success of perseverance. The pleasure of working. The dignity of simplicity. The worth of character. The power of kindness. The influence of example. The obligation of duty. The wisdom of economy. The virtue of patience. The improvement of talent. The joy of originating.
Page 95 - ... and run a great deal further than the best engine ever built. Most of all you can make yourself constantly worth more, while the locomotive is never worth a cent more than, it was the day it was built. It rests with you. Make your $25,000 valuation climb to $50,000 to $100,000, to $500,000. Select your food with care. Treat decently the body on which your mind depends for its strength and sanity. Above all feed your mind. Read, study and observe.
Page 81 - ... do a fine act simply because it is fine? A business must be profitable if it is to continue to exist, but the glory of business is to make it so successful that you can do great things because they are great and because they ought to be done.
Page 49 - C"Nine times out of ten, you can bank on facts to fetch your man. Make them as clear as glass, strong and few. Don't bewilder a man with a mass of trifling facts. Tie to a few important points, drive them in and clinch them, but tell him what he needs to know. If a trifle will close him, it's no trifle.
Page 6 - Some men are almost irresistible—you know that; it is because enthusiasm radiates from their expression, beams from their eyes and is evident in their actions. Enthusiasm is that thing which makes a man boil over for his business, for his family, or for anything he has interest in, for anything his heart is in.