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Thought forces in your Sales Plan that reveal the merits of your product, its qualities, its values, and what it means to the prospect are not mere indefinite abstractions. On the contrary, thought forces are vital, living forces, the most vital, subtle, and irresistible forces in selling. These thought HOW TO CREATE A SALE 31 forces give your sales approach color, form, essence, sub- stance, and the spirit of power and dynamic force. They clarify and define the product with simplicity. They give the product a meaning. They make the prospect feel that he will gain by buying and lose by not buying. This Sales Plan makes the prospect feel about the product the same way you feel. It carries a message of fact. It persuades and con- vinces. It is the bullet in your "gun." It puts the sale "in the bag." A Sales Plan should not be over one and a half minutes long, and should contain about 200 words. A scientifically prepared Sales Plan will increase and im- prove your ability to attract. It will increase your knowledge and give you a more comprehensive understanding of your product. It will revolutionize your sales procedure. It will revitalize you. It will rekindle your enthusiasm. It will in- spire confidence. It will give you greater courage and a keener zest to go after business. It will distinguish you. It will mark you as one that knows his business. It will register you in the Blue Book of Salesmen. FIVE |
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