How I Raised Myself from Failure to Success in Selling Ch 5

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Questions and Answers

What was John Scott's initial response to the information being offered?

He expressed gratitude for the information.

He was eager to hear more about it.

He ignored it and continued to the warehouse. (correct)

He insisted on having a detailed discussion.

Why did the speaker believe the memorandum books were helpful?

They were effective in selling insurance.

They provided financial advice to customers.

They helped in setting up appointments. (correct)

They served as a reminder of premium payments.

What was John Scott's main reason for not wanting to discuss insurance?

He had financial conflicts with his children.

He believed he was too old to buy insurance. (correct)

He was already adequately insured and had no need.

He found insurance companies untrustworthy.

What alternative interest did the speaker suggest might be important to John Scott?

Supporting charitable or missionary work. Signup and view all the answers

How did John Scott react to the speaker's suggestion about charitable work?

He was dismissive and uninterested. Signup and view all the answers

What was Mr. Scott's initial reaction to the cost of the plan presented by Bettger?

He was surprised and startled. Signup and view all the answers

What crucial secret about salesmanship did Clayton M. Hunsicker reveal to Bettger?

To find out what the other person wants. Signup and view all the answers

How did Bettger feel after making the $8,672 sale?

Excited and euphoric. Signup and view all the answers

What did Bettger realize about his approach to sales after the Boston convention?

He should seek to understand the buyer's situation. Signup and view all the answers

What emotional connection did Mr. Scott have regarding his business?

It represented his life work and future. Signup and view all the answers

What was the outcome of Bettger's visit to Mr. Scott's private office?

Mr. Scott eventually signed the plan. Signup and view all the answers

What was the significance of the date August 3, 1920, for Bettger?

He made one of the largest sales in company history. Signup and view all the answers

What did Bettger do to foster a connection with Mr. Scott during their conversation?

He listened and engaged deeply about Scott's interests. Signup and view all the answers

What action did Bettger take after his realization about his sales approach?

He became eager to apply the new understanding. Signup and view all the answers

How did Mr. Hunsicker's feedback affect Bettger's future approach to sales?

He began to focus more on client needs. Signup and view all the answers

Study Notes

The Secret of Salesmanship

A salesman, Bettger, secured a large sale by understanding customer needs.
He called on John Scott, a wholesale grocer, who requested information but didn't pursue insurance.
Bettger discovered Mr. Scott's concern for his foreign missions and the future support of his employees.
He tailored his approach by focusing on Scott's desires instead of a direct insurance pitch.
Bettger highlighted how the plan guaranteed Scott's support to the missions even after his death.
This understanding allowed him to structure a compelling argument that resonated with Scott.
Mr. Scott's emotional connection to his business and overseas missions motivated the sale.

The Key Sales Principle

Clayton M. Hunsicker, a seasoned salesperson, revealed the most important secret: understanding the prospect's needs and helping them fulfill them.
Bettger's success was attributed to instinctively recognizing and addressing Mr. Scott's concerns and desires.
The successful approach avoided a direct pitch and focused on aligning solutions with client priorities.

Impact and Application

This approach led to a significant sale ($8,672) and industry recognition for Bettger.
The sale was noteworthy due to the salesman's perceived inexperience, leading to greater significance.
The sale spurred a career shift for Bettger , inspiring dedication to this principle: find the customer's needs, then help them fulfill them.
A larger sale resulted from the business succession plan that included additional insurance. The entire sale of additional insurance reflected the principle of finding needs and fulfilling them.

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Description

Explore the key secrets of salesmanship through Bettger's experience with customer needs. This quiz highlights the importance of tailoring sales approaches to resonate emotionally with prospects, ensuring successful outcomes. Understand how empathy and insight can lead to significant sales success.