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It is a very simple process to build a Sales Plan scientifi- cally. It is like building a house. It must be planned. A mass of material thrown together will not build a house. Every brick, every plank, and every nail must have its place. The same is true in building a Sales Plan. Every word, every thought, and every sentence must have its place. A Sales Plan is organized knowledge, which states the reasons why the prospect should buy your product. The most scientific way to create a Sales Plan is to get all your material together, get all the facts, and find out every- thing you possibly can about your product. Investigate its history, background, economic relation, and the part it plays in life. Analyze these data, catalogue them, classify them, organize them, define them, and refine them. Then take the best parts and translate them into the needs of the prospect. Include in this Sales Plan anything that will improve the prospect's business, anything that will increase his wealth, anything that will contribute to his welfare, anything that will add to his peace of mind, or anything that will enrich his happiness. Present your Sales Plan in sequence, enumer- ate each point step by step, and try to use meaty words which evoke pictures. Speak in concrete terms, not in ab- stract phrases. Make your Sales Plan brief, concise, direct, definite, forceful, and understandable. Season it with the savor of personal interest, flavor it with the spice of enthu- siasm, and sweeten it with the sugar of kindness. |
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