How I Raised Myself from Failure to Success in Selling Ch 14

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Questions and Answers

What is the main quality that distinguishes a successful salesman according to the passage?

Using emotional appeals to make a sale

Being able to persuade customers with clever talk

Offering the lowest prices for products

Bluntly telling the truth about the article (correct)

What is the recommended approach for a salesman when dealing with clients?

To manipulate the clients into making a purchase

To carefully ascertain and understand client circumstances (correct)

To use as many technical terms as possible

To avoid direct communication with clients

Which of the following phrases best captures Rule One for winning confidence?

Make promises you can’t fulfill

Impress with your knowledge and experience

Sell at the lowest possible price

Deserve confidence (correct)

What consequence is mentioned regarding misleading customers?

They cannot be fooled a second time Signup and view all the answers

What does the passage imply about the relationship between honesty and trust?

Honesty is crucial for building and maintaining trust Signup and view all the answers

Which behavioral trait is highlighted as compelling trust in a salesman?

A straightforward gaze and honesty Signup and view all the answers

In what situation does the passage suggest a customer would trust a salesman?

When the salesman presents truthful and direct information Signup and view all the answers

What was Karl Collings' most notable asset as a salesman?

His remarkable ability to inspire confidence in others Signup and view all the answers

What was the primary reason the author felt discouraged about his sales prospects?

He was worried about his financial situation Signup and view all the answers

What action did Karl Collings take that demonstrated his honesty during the sale?

He openly discussed the modifications to the contract Signup and view all the answers

What lesson did the author take away from watching Karl Collings?

The real test of belief is whether you believe in your own honesty Signup and view all the answers

What did Karl Collings mean when he said, 'But I'll know it?'

He acknowledged his own ethical standards Signup and view all the answers

What was the immediate outcome of the client meeting with Karl Collings?

The client accepted the contract. Signup and view all the answers

What emotion did the author initially feel before going to see the client with Karl Collings?

Fear and discouragement Signup and view all the answers

What did the author mean by 'my greatest source of courage' as learned from Mr. Collings?

Faith in one's own honesty and integrity Signup and view all the answers

Study Notes

Building Confidence in Sales

Karl Collings, a top salesman, inspired trust through demonstrable competence and honesty
Author initially hesitant to revisit a prospect, but Mr. Collings confidently accompanied him
Mr. Collings successfully secured a sale, even with a contract modification. He didn't hide the variation but emphasized the customer's protection
The prospect trusting Mr. Collings highlights the importance of deserving confidence over simply telling a prospect it should be trusted
Mr. Collings's actions, not just words, demonstrated honesty and reliability.

Key Principles for Sales Success

Honesty is key: Truthful communication builds trust, even if the product needs clarification. Hiding inconvenient details is ultimately detrimental to a sale.
Earn trust, build reputation: Repeated trust-building in sales interactions yields positive outcomes. This means being honest and reliable, even if a first sale attempt lacks success in and of itself
Self-reflection: Assess the client's perspective, understand their needs, and honestly present the product's value. The author connects this with the Chartered Life Underwriter's code of conduct.

Key Takeaway

To gain and maintain client trust, prioritize deserving that trust through demonstrable competence and reliability. Approach sales with unwavering honesty as the foundation, and understand that building trust is an essential process, not a destination.

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Description

Explore the fundamental principles of sales success as demonstrated by top salesman Karl Collings. This quiz emphasizes the importance of honesty, trust-building, and reliability in securing sales and establishing a trustworthy reputation with prospects.