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I decided that the only scientific way for me to demon- strate my faith in selling life insurance was to create a sales plan that would carry the message of its benefits and values to the prospect and convince him that he would enjoy satis- faction and peace of mind by owning it. It was up to me to use my ability and draw on the hidden power within and create a sale that did not exist before. In applying your ability to think and create a sale, it is wise to get the right attitude toward yourself as well as your product. You must realize that you are not merely a rag, a bone, and a hank of hair—you are greater than your body. Your power to think does not confine you to your own skin. You can project thought. You can organize and visualize the ideas and thoughts about the thing you sell with such power that it creates a sale. To do this scientifically and effectively, it is essential to build these thoughts and ideas into a plan. What is a plan? A plan is a method of action, procedure, or arrangement. It is a program to be done. It is a design to carry into effect an idea, a thought, a project, or a devel- opment. Therefore, a plan is a concrete means to help you fulfill your desires. In the field of selling, your desire is to create sales and render a useful service. To do this effectively, it is wise to have two plans: First, a plan of operation to govern, guide, and control your general activities. To organize and arrange your activ- ities each day is to save time, conserve energy, and elim- inate chaos. The orderly arrangement of time will guide and direct you through the labyrinth of the most busy day. 6 I STUBBED MY TOE Second, a Sales Plan to govern, guide, and direct your sales procedure. Prospects are influenced and motivated to action by ideas, and the more quickly they receive ideas about the value of the product, the sooner they will react. I decided that life insurance was an idea guaranteeing many valuable benefits to the prospect and his family. I also decided that the quick- est, the most practical, the most efficient, the most feasible, and the most scientific method of carrying that idea to the greatest number of prospects in the shortest period of time was by means of a Sales Plan. |
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