How I Raised Myself from Failure to Success in Selling Ch 15

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Questions and Answers

What motivated the speaker to subscribe to the service that provided legal answers and sales ideas?

Guilt from comparing himself to a successful person (correct)

Desire to impress his colleagues

A recommendation from his boss

A personal interest in learning

What was Dr. O.M. Marchman's impact on the author's ability to deliver lectures?

He provided treatment that improved the author's condition. (correct)

He suggested the author cancel the lectures altogether.

He restricted the author's speaking engagement.

He discouraged the author from pursuing lectures.

What did the speaker close after subscribing to the recommended service?

A major investment deal

A contract for a long-term project

A partnership in a new business

A sale that he would have missed otherwise (correct)

What was Dr. Marchman's attitude towards professional development?

He regularly attended lectures and clinics for further knowledge. Signup and view all the answers

What was the response of the man's colleague when urged to take the course?

He said he couldn't afford it at that moment Signup and view all the answers

What did Frank Taylor value in a businessman?

A person who is honest about product limitations and benefits. Signup and view all the answers

What was the author’s observation about successful individuals at sales meetings?

They are well-informed experts in their field Signup and view all the answers

According to Henry Ford, what happens to anyone who stops learning?

They become old regardless of age Signup and view all the answers

During the author's time in Philadelphia, what trend did he notice among the extra successful salesmen?

They were the best informed and frequently consulted. Signup and view all the answers

How did the author perceive Dr. Marchman when he learned about his summer activities?

Impressed by his dedication to continuous learning. Signup and view all the answers

What does Dr. Marchman suggest about studying and learning?

There is no good time to stop learning Signup and view all the answers

What essential rule should one follow to gain confidence in oneself and others?

Know your business and continuously improve Signup and view all the answers

What kind of specialist was Dr. O.M. Marchman recognized as?

An ear, nose, and throat specialist. Signup and view all the answers

What lesson did the author learn from the successful salesmen in his office?

Knowledge and information greatly contribute to success. Signup and view all the answers

What approach did Frank Taylor appreciate from salesmen?

Clarity about product limitations and advantages. Signup and view all the answers

Study Notes

Building Confidence Through Knowledge

A physician, Dr. Marchman, demonstrated the importance of continuous learning for success.
Despite a successful practice, Dr. Marchman dedicated six weeks annually to medical lectures and clinics, showcasing dedication to staying current.
This commitment resulted in his reputation as a top ear, nose, and throat specialist.

The Value of Specialized Knowledge

Frank Taylor, a purchasing agent, emphasized that skillful professionals are well-informed about their field, enabling them to provide solutions efficiently.
Taylor valued salesmen who understood the products' limitations and virtues, leading to successful and smooth transactions.
In the author's experience, top performers in his office and sales teams possessed detailed knowledge acquired through subscriptions to industry materials.

The Importance of Continuous Learning

The author realized that acquiring specialized knowledge directly correlates with increasing success potential.
Initial hesitation to invest in professional development was overcome after a fortunate incident involving a client who could not afford the necessary service but later faced financial difficulties.
This anecdote highlights the long-term benefits of investing in learning despite short-term financial considerations.
Successful individuals across different fields (e.g., sales, medicine) consistently acquire knowledge – demonstrating the importance of continuous study.

Maintaining a Youthful Mind

Billy Rose, a writer, remarked successful professionals possess specialized knowledge and emphasized the value of expertise over charm or general pleasantness .
Dr. Marchman and Henry Ford, respectively, stressed the importance of lifelong learning.
Continuous learning maintains mental youthfulness.
The author advocates for continuous professional development as a key factor for self-confidence and building trust with others.

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Description

This quiz explores the significance of ongoing education and specialized knowledge in achieving success in various professions. As demonstrated by Dr. Marchman and Frank Taylor, staying informed and continuously learning can greatly enhance one's effectiveness and reputation in their field. Test your understanding of these principles of professional growth.