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Chapters Covered in This Report are as Follows:

1. I STUBBED MY TOE

- How my Hundred-Thousand-Dollar Dream Came True
-How an Idea Gave Me Faith
- How I Converted Faith into Results
-The Essentials of a Good Sales Plan
- A Lesson from the Actor
- A Sales Plan Gets Results

2. YOUR PLACE IN OUR ECONOMY

-The Need for Creative Selling
- How to Overcome Negative Thinking
- How Courage Gives You Power
- How to Make Your Effort Pay Off

3. How TO ATTRACT THE PROSPECT

- How to Attract the Prospect's Interest
- How to Use the Law of Attraction to Make Sales
- The Importance of Knowing Yourself
- The Three Sources of Sales
- Your Prospect Has Three Main Interests
- The Three Advantages Your Prospect Desires
- You Have to Give in Order to Get
- The Power of Creative Selling Lies in You
- How to Turn Your Creative Power into Cash

4. How TO CREATE A SALE

- A Good Sales Plan Can Create a Market
- Gain Your Prospect's Interest by Showing Interest in Him
- You Must Plant
- Ideas to Harvest Sales
- Get the Facts, Then Study Your Prospect
- How to Present Your Sales Plan
- The Importance of the Right Word in the Right Place
- How to Build Your Sales Plan Scientifically
- The Power of Thought Forces

5. WHY THE PROSPECT BUYS

- Anticipate Your Prospect's Questions
- The Five Scientific Reasons Why a Prospect Buys
- The Prospect Buys It Because He Needs It
- The Prospect Buys It Because He Can Use It
- The Prospect Buys It Because It Adds to His Wealth by Owning It
- The Prospect Buys It Because It Will Satisfy His Pride
- The Prospect Buys It Because It Will Satisfy His Caution
- How to Use These Motives to Make Sales

6. HOW TO TURN OBJECTIONS INTO SALES

- How to Prove an Objection Is Groundless
- Don't Sell the Product, Sell Its Advantages
- How Creative Thinking Turns Objections into Sales
- An Objection Is Often a Reason for Buying in Disguise
- How to Get Around an Objection
- The Importance of Constructive Suggestions
- How Creative Selling Will Increase Your Sales

7. HOW TO PERFECT YOUR SALES PLAN

- Repetition Will Make Your Sales Plan a Part of You 56. The
- Importance of Conviction
- The Key to More Sales
- Perfecting Your Sales Plan Pays Off

8. THE POWER THAT SELLS

- The Power of Faith
- The Two Kinds of Faith
- How to Discover Truth
- The Infinite Range of Thought
- How to Discover Your Spiritual Power
- Spiritual Power Can Change the World
- How to Realize Your Potentialities

9. THE SCIENTIFIC TIME AND WAY TO CALL ON A PROSPECT

- When to Contact Executives and Self-Employed Prospects
- When to Contact Professional Prospects
- When to Call on Other Employees
- How to Make a Good First Impression on the Prospect
- What's in a Name?-Plenty!
- How to Avoid Offending Prospects
- The Importance of Courtesy
- Pleasing the Prospect Pays Off

10. THE PHILOSOPHY OF SELLING
Take Stock of Yourself
- A Philosophy of Selling
- The Importance of Wisdom
- The Potentialities of Creative Selling
- Apply the Philosophy and Get Results
- Personal and Financial Profit Await You

11. How TO CLOSE A SALE

Closing the Sale-the Final Step in Selling

-Review Your Sales Techniques
-When to Close the Sale
-Tested Closing Sentences
-How to Close Sales Effectively

12. How THE LAW OF AVERAGES CAN DOUBLE YOUR SALES

-What Is the Law of Averages?
-How to Use the Law of Averages
-How the Law of Averages Works for You
-The Law of Averages Can Double Your Sales

13. THE ACCUMULATED VALUE OF SALES EFFORT

-Keep a Complete Record of Your Sales Effort
-Make Periodical Reviews
-Turn Your Accumulated Effort into Cash
-Cash in on Your Investment

14. THE MAGIC POWER OF PERSONALITY

-You Can Change Your Character
-Analyze Your Present Habits
-Rely on Yourself
-Develop the Spirit of Optimism
-Keep Active
-Take It Easy
-How to Develop Your Powers of Expression
-How to Achieve Clarity in Your Speech
-Make the Power of Personality Work for You

15. How TO MAKE APPOINTMENTS

-How to Make an Appointment
-Make the Telephone Your Junior Salesman
-How the Telephone Can Increase Your Sales
-How to Use the Telephone Effectively
-Selling by Appointment Will Increase Your Prestige
-Every Call is Money in Your Pocket

16. WATCH YOUR WORDS

-The Importance of Your Vocabulary
-How to Use Keywords
-It Pays to Know Your Words
-How to Use Words Effectively
-How to Increase Your Word Power
-How Word Power Will Mean Money in Your Pocket

17. How TO TURN YOUR IMAGINATION INTO A JUNIOR SALESMAN

-How to Put Your Imagination to Work
-Train Your Imagination to Visualize
-Train Your Imagination to Think Up Something
-Train Your Imagination to Observe Children
-Train Your Imagination to Ask Questions
-Train Your Imagination to Gather Ideas
-How You Can "Get the Breaks"
-Make Your Imagination Your Junior Salesman for Life

18. How TO TURN HUNCHES INTO CUSTOMERS

-The Importance of Instincts
-How Intuition Can Help You
-Where Do Hunches Come From?
-How to Make Your Spare Time Work for You
-How Your Hunches Will Increase Your Sales

19. How TO GET CHARGED UP AND GO AHEAD

-How to Assure Physical Health
-Breathe in Plenty of Air
-Discipline Yourself to Masticate Your Food Thoroughly
-Drink Plenty of Water
-Take Walks in the Sunshine
-How to Have More Power
-Develop a Positive Attitude
-Co-ordinate Your Thoughts and Ideas in Harmony
-Be Inquisitive and Question Your Own Thoughts
-Peep Inward Now and Then
-Visualize with a Clear Conception
-How to Assure Spiritual Health

20. THE SECRET POWER OF CHARM

-Six Rules to Enhance Your Charm
-The Rule of Adaptation
-The Rule of Preparation
-The Rule of Interest
-The Rule of Praise
-The Rule of Tolerance
-The Rule of Natural Tendencies

21. A LETTER HE WILL REMEMBER

-How a Good Letter Is Constructed
-How to Write Effective Business Letters
-How Letters Can Increase Your Sales

22. TAKE THE BRAKES OFF

-Learn from the Sermon on the Mount
-A Positive Formula for Relaxation
-The Importance of Prayer
-How Relaxation Will Add to Your Selling Power
-Relax, and Watch Your Sales Climb

23. You LIVE IN CLOVER

-The Economic Strength of America
- The Big Idea: More and More Things for More and More People
-The Future Is Bright

24. How THOUGHT AND LOVE DO IT

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Keywords: advertising;copywriting;how to;sell
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