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Frank, the best salesman in America? Beta brother (1888- 1948).
/kloc-When he was 0/4 years old, Frank was forced to drop out of school and became a mechanic.
/kloc-became a professional baseball player at the age of 0/8.
At the age of twenty, he became an insurance salesman. At first, his performance was poor.
At the age of 29, he was already one of the highest paid salesmen in America.
During his 25-year sales career, Frank sold 40,000 insurance policies.
Practical skills of salesmen
The first chapter between success and failure
The first chapter between success and failure
First of all, the power of diligence and enthusiasm.
(1) completely eliminated Frank's fear and nervousness when playing, and made him play better than he thought;
(2) Frank's enthusiasm was like a fire, which ignited other players and they became as enthusiastic as Frank;
Frank feels really good in the hot sun.
Conquered Philadelphia grain merchant Al? Amens.
The first chapter between success and failure
Enthusiasm makes stones magical.
The guest asked the shopkeeper, "Do you know why I bought this diamond from you instead of the salesman?" The shopkeeper replied, "Because I am passionate about this diamond, and he is not."
The first chapter between success and failure
The first chapter between success and failure
Second, make great strides
Wall, president of the company? Trama？ Tabata held a general meeting of all the salesmen in his office.
Two and a half months later, he promoted the insurance of $5 1000. This achievement is the sum of his previous 10 months of promotion.
It is amazing to analyze these figures: he found that 20% of the business was closed at the first meeting; 23% is the second time; 7% is the third time or more.
In the next 12 months, he made a total of 1849 phone calls, about 828 people, and made 365 transactions, which brought him an average income of $2.30 per phone call.
The income of each telephone sales rose from $2.30 to $4.27, all the way to $65,438+09, and the turnover rate increased by 65,438+0/29, 65,438+0/20, 65,438+0/65,438+00 within one year. Finally,
The first chapter between success and failure
Selling is the same as playing ball. If you work hard, it is easy to sell, but if you regard selling as an easy thing from the beginning, it will become the most difficult thing in the world.
The first chapter between success and failure
The first chapter between success and failure
Third, defeat the most powerful enemy of self-timidity.
Frank went to the Chester YMCA to give a speech.
This speech met Brian? Mr. Wilkes. Brian? Mr Wilkes is a famous lawyer in Delaware County.
This kind of speech training aroused his inner enthusiasm and made him more capable of expressing his views to others. From then on, he completely destroyed his greatest enemy-timidity.
The first chapter between success and failure
The first chapter between success and failure
Fourth, make the complicated work orderly.
Finally, according to the needs of the schedule, list the work order from Monday to Friday and what to concentrate on every day. He is always full of confidence and believes that he will do better next week.
A few years later, he began to change Friday morning to "self-organizing day" and take a complete rest on weekends.
The first chapter between success and failure
Edward's Saturday "Self-organization Day".
A person in charge of IBM said, "If a salesman doesn't want to work for the company, he can refuse to carry it out."
Dick, manager of the Pennsylvania branch of Philadelphia Federal Life Insurance Company, said, "For many years, my success has been attributed to Friday's plan." ?
One of the highest-paid writers in America, her name is Mary? Roberts' woman writer. "I made a schedule to arrange my weekly time," he said. In this way, I can use the gap between my child and my husband to write. I entered a new field of life. "
The first chapter between success and failure
Practical skills of salesmen
Chapter II The Secret of Success
Chapter II The Secret of Success
First of all, the most important secret in sales promotion
Mr. Scott was persuaded by Frank to buy insurance of $6,672-this is equivalent to 108753 1996. It was1March 3, 920, and Frank became the most exciting person in Philadelphia.
A few weeks later, Clara, a famous salesman from all over Boston. m？ "You know, the secret of promotion is to find people's deepest needs and help them to meet them," Hossik said.
Chapter II The Secret of Success
Frank learned a new philosophy: "Think from the customer's point of view." This idea prompted Frank to do more for John? Mr. Scott thinks. Frank spent nearly a month helping John? Mr. Scott made a career plan. The plan closely links Mr. Scott's daughter and eight shop assistants with Mr. Scott's business.
John? Mr. Scott said cheerfully and proudly, "The two things I care about most-my business and the foreign missionary groups I have established-have no worries."
After that, Frank took out life insurance and corresponding property insurance for all the important people present. On this day, Frank earned more money than the sum of the past eight years.
Chapter II The Secret of Success
Chapter II The Secret of Success
Second, seize the target and strike with precision.
Louis? President holden versus steel magnate Andrew? Carnegie said, "You always like to support young people, don't you? I happen to be a young man, and now I am in trouble. In the past two days, I have been looking for support everywhere, but I have repeatedly hit a wall, seeing that the most important part of my reconstruction plan will be ruined. Mr. Carnegie, how do you feel when one of your factories is destroyed when your business is booming? " ?
Fifty days later, holden raised $654.38 million. When he looked for Mr. Carnegie with a check, Carnegie smiled and gave him another 65,438+million, and joked: "Good boy, don't stay too long next time; You know, every minute I talk to you costs $25,000. "
Chapter II The Secret of Success
Frank went to a big city in the west on business and stayed in a big hotel. I got a phone call from a stranger at night and talked endlessly.
So Frank politely wished him success and asked him to allow himself to go on the road tomorrow. Obviously, Brown was rejected.
After a while, another call came. Frank was so moved by this man's words that he could not refuse.
Frank went to a big city in the west on business and stayed in a big hotel. I got a phone call from a stranger at night and talked endlessly.
So Frank politely wished him success and asked him to allow himself to go on the road tomorrow. Obviously, Brown was rejected.
After a while, another call came. Frank was so moved by this man's words that he could not refuse.
Chapter II The Secret of Success
Before World War II, Frank gave a series of speeches in several cities in the western United States. A middle-aged man asked, "Mr. Betago, this rule you mentioned is really effective in promoting insurance." However, my job is to attract subscribers for a famous national magazine. How do I apply the rules you mentioned? "
In just three days, this man has made a qualitative leap. He changed from a man who hid the treasure but was not appreciated to a respected man. Since then, this person has a new understanding and feeling about his work.
Chapter II The Secret of Success
Chapter II The Secret of Success
Third, learn to listen.
The president of Philadelphia Milk Company talks with Frank about business and family.
From beginning to end, Frank said nothing but playing with him.
When Frank was leaving, he said, "Frank, our company will insure the factory manager. Do you think $28,000 is enough? " ?
Chapter II The Secret of Success
Cicero said more than 2000 years ago: "Eloquence is art, and silence is also art."
A famous director pointed out that many movie actors failed on the road to becoming stars because they didn't master the art of "listening".
Chapter II The Secret of Success
So Frank told himself repeatedly: "When talking to others, if they don't care, just shut up as soon as possible."
Frank and another salesman went to see Francis? Mr. O 'Neill.
Frank only spoke for three minutes and then stopped and leaned back to wait.
Frank's colleagues were on pins and needles and couldn't stand this heavy silence.
Mr. O 'Neill finally spoke. He usually doesn't like to talk, but this time he talked for half an hour. When he was talking, Frank asked him to talk, trying not to interrupt.
Chapter II The Secret of Success
Frank often advises people to pray to God like this: "Lord, please help me shut this nagging mouth!" " Don't let me talk until I know what to say ... Amen. " ?
Some people are always smart and like to interrupt others before they finish. These people tend to be impatient, judge you before you finish, make wild comments, and are busy correcting your mistakes before you know where they are. Such a person, even if he is right, you are not willing to admit it. If he is a salesman, you must make up a lie to make him angry. You would rather spend more money and buy other people's things.
Chapter II The Secret of Success
At this point, Benjamin? Franklin knew it well: he was young, powerful and extremely intelligent. But he has a problem of being a good teacher. He always likes to lecture others and point out their mistakes, so everyone keeps him at a distance.
When he was 79. In that famous autobiography, he wrote these words:
"In any case, the role of ears in speech is much bigger than that of mouth. I firmly believe that silence is a virtue. "
Chapter II The Secret of Success
Frank once talked business with a rich man. It started at 1 1 in the morning and lasted for 6 hours. When he came out to relax and go to the cafe to rest his brain, the rich businessman said exaggeratedly, "You know, it seems that we only talked for five minutes."
The negotiations will continue the next day, from 2 pm to 6 pm. If the rich businessman's pager hadn't reminded them, they might have talked about it at night.
Later negotiations lasted longer. Frank listened attentively and attentively this time, and the result was a great success. The rich businessman insured his 50-year-old daughter with $20,000 life insurance and $654.38 million commercial insurance.
Chapter II The Secret of Success
A priest said, "A lady kept telling me what happened to her, but turned a deaf ear to what I said. To tell the truth, what she said was really bad, intermittent. I persisted until the end, and she said,' Reverend, that's very kind of you. You are full of love and have helped me a lot. "
In return, she gave Frank the sweetest smile when she left.
Chapter II The Secret of Success
Famous writer Tao? Dick once said, "Lend it to your ears, not your mouth. This is the shortcut to success. There is no point in telling others that he is not interested. You should say,' Can you tell me more?'
Practical skills of salesmen
Chapter III Winning the Trust of Customers
Chapter III Winning the Trust of Customers
First, win the trust with sincerity?
The greatest thing about Mr. Collins is that he always wins the trust of others.
Frank asked Mr. Collins, "should we tell our customers that this is not up to standard?" If we don't tell him, he won't know. "
Mr. Collins is very calm. He said, "You know such a thing, and I know it. I can tell you that this is the standard of the insurance industry, but you don't understand the difference. " Mr. Collins immediately took Frank to visit the customer and explained the main points. He said to the customer, "I hope you can think it over, because I'm sure this kind of insurance is beneficial to you."
The customer was very moved and immediately signed a check and paid the insurance premium for one year.
George? Matthew? Adams said a very meaningful sentence:
"Smart salesmen know that the role of intelligence is extremely limited, and even the best tricks can't fool the second time. Eloquence is not invincible, and sincere treatment can touch people's hearts. The salesman's eyes contain endless words and touching feelings. Only by looking at the customer honestly can he leave a good impression on the customer. Even if the promotion fails, the customer has gained sincerity. Sincerity is always the safest and most effective way. "
Second, be familiar with your major.
Famous buyer Frank? Taylor said: "I am willing to do business with people who are energetic, can tell exactly what I need in my products and can talk about business simply." I am willing to associate with people who can provide good ideas and buy more and better things with the same money. They will make my work go smoothly and gain the appreciation of my boss. I never doubt the salesmen who introduce their products frankly. "
When Frank first entered the insurance industry, there were six people in the same office. Two of them did 70% of the work. Their time value is 10 times that of Frank.
One year Frank went to Dallas to give a speech, but his throat was inflamed. He found the best otolaryngologist in Dallas at that time, Dr. Mattsman. When Dr. Mattsman heard that Frank was from Philadelphia, his eyes lit up and he said, "Nice place, this is the doctor's center all over the world. Every summer, I spend a month and a half listening and discussing. "
Third, praise the competitors.
Once, Frank went to meet Connard, the financial director of a large fertilizer company in New Jersey. Mr Jones.
"Really, your choice is not bad." Frank said sincerely. Then, Frank introduced the operation and insurance situation of those insurance companies to him. He also said that Daling is the largest insurance company in the world and its performance is also good.
Because Mr. Jones has a good impression on Frank, it is natural to draw the conclusion that the conditions of Federer Company where Frank works are more suitable.
In the next few months, four other senior employees of Mr. Jones bought a lot of insurance from Frank Company. When the president of the fertilizer company asked Frank about Frederick, Mr. Jones chimed in and repeated what Frank had told him: "One of the three major insurance companies in Philadelphia."
Fourth, make yourself look beautiful.
Frank did this, although it cost more money, but it was worth it, because the investment was earned back immediately.
Don't forget to ask the customer, "How did you start your business?"
Frank said:
"Mr Barnes, thank you for your reception! With your permission, I want to keep in touch with you. I am convinced that you have a great future. "
Frank asked him how to learn to speak in public, and he and Frank had a good chat. And happily bought an insurance policy. When he left, he asked Frank, "Which insurance company are you from?"
Surprisingly, a question that has been asked countless times is: "How did you start your career?" Just like magic, whenever Frank uses it, it always produces unexpected effects. ?
Mr. Ross, the big flooring vendor, said angrily, "Didn't you hear me say I don't have time?"
Frank had to get up and get ready to leave. Before leaving, he stared at the floor products on the ground and said, "Do you make floors?" ?
Ross leaned back in his chair and said kindly, "It's a long story. . . . . .
Of course, Frank also got an insurance policy that Mr. Ross bought when he left.
In the following 16 years, he also bought 19 insurances from Frank, and his son also bought 6 insurances from Frank. Frank not only made a lot of money here, but also made a friend.
Practical skills of salesmen
Chapter IV Classic Skills
First of all, smiling is welcome everywhere.
Under the pressure of miserable life, young Frank always looks unhappy, but Frank knows that if he doesn't change this, he will come to no good end.
At first, Frank spent 15 minutes washing every morning, and then forced himself to go out with a smile.
A telephone company once did a survey about voice and smile. Therefore, a smile can be transmitted to the other party through sound. Frank has given speeches in many places, advising thousands of people to do anything with a smile on their faces within 30 days, and 25% of them expressed their willingness to try. What is the result?
Frank drew a letter at random from many letters to a person.
The man's smile brought him endless good luck, so that he wrote letters to Frank for several years.
Torres. Dick said, "For a fragile man, a woman's smile is the most powerful weapon in the world. Unfortunately, many women don't think encouraging men is a virtue. They just think narrowly that the most important thing in the world is to stay married and leave their husbands at home. However, a man will never rush home unless he knows that there is a smiling woman waiting for him at home, and her smile is the bright sunshine in his heart. "
Second, design a good approach to customers.
Anyone who has been on a boat has seen such a scene: whenever the boat slowly approaches the shore dock, a crew member throws something tied with a rope and the size of a baseball on the dock.
Frank will never forget one thing: when he first started selling insurance, a bread wholesaler angrily kicked him out of the bakery.
Guess how Frank learned to get close to customers? Frank got the following two beneficial revelations: 1. Customers don't like salesmen whose identity and organization are not at ease. They like natural, sincere salesmen with clear identity and intention;
If you don't make an appointment with the customer in advance, the salesman should ask whether his visit has caused inconvenience, which is more acceptable than those who sell it as soon as they come up.
Once, Frank listened to a friend introducing his experience to a salesperson and said, "There is a little trick to get close to those customers who are visiting for the first time. Introduce yourself completely to the customer within 10 second, which is the promotion before promotion. " ?
In addition, pay attention to the identity of the customer and what he cares about most.
Sometimes you can get close to customers without any polite words. One of Frank's friends told Frank a story.
A friend of Frank's-one of the most successful salesmen-told him the following story at dinner with Frank.
1945 In May, Frank heard that he found a capable salesman in a shoe store in Oklahoma and asked him how he did it. He said, "whether every customer comes to the store to buy or not, the key is how you greet them."
Frank had a wonderful negotiation dialogue.
Frank: Mr. Coetzee, I can't judge your illness just by the color of your eyes and hair, just like I went to the doctor without saying a word, and the doctor couldn't make a diagnosis.
Coetzee: (a little hesitant) Of course.
Frank: I mean what you have to say to me. Or, may I ask you a few questions to illustrate your future advantages?
Coetzee: Then ask.
Frank: I have something to say in advance. Don't answer some questions if you don't want to answer them. If others know what you told me, it is by no means my fault. You should keep this secret.
Frank spread out a questionnaire for him:
questionnaire survey
The following are the questions on the questionnaire:
1. Without you, what is your wife's minimum monthly living expenses?
2.65 years old, how much can I earn at least every month?
3. Is your house in debt? How much do you owe?
4. What are the values of your stocks, government bonds and other securities?
5. What is the value of your property?
6. How much cash do you have?
7. What is your annual income?
8. Do you have life insurance? Is there property insurance?
9. How much insurance do you pay each year?
After withdrawing the questionnaire, Frank went on to ask the last question. "Sir, what are you going to do after retirement? Or do you have any hobbies? "
There is no need to remember the above conversation, but you should think about the customer's conversation every time until one day you can always approach the customer in the best way. ?
Third, Benjamin? Enlightenment of Franklin 13 Element
Frank remembers the lamplighter who walked up and down the street every night. When he found out which street lamp went out, he lit it again. ?
Benjamin? Franklin was ambitious when he was a heavily indebted compositor. He believes that even if he is average in ability, he will eventually succeed as long as he keeps working hard in the right direction.
Franklin picked out 13 essential factors for success, spent a week pondering over each factor and personally practicing it, repeating it four times a day, with 13 as a cycle.
Frank turned to the section about 13 success factors and read it carefully. In the following year, he read those paragraphs over and over again like Franklin's will.
Frank used Franklin's 13 element for promotion. And according to their own experience to supplement their own weaknesses. Please operate in the following order:
1. Passion 2. Order: self-organization
3. Consider the interests of others. question
5. Key point 6. Calm down: Listen.
7. sincerity 8. Occupational related knowledge
9. Praise 10. happy
1 1. Remember the name and face 12. Serve customers.
13. Deal: put into action
A year later, Frank learned these 13 elements four times. Later, Frank consciously used these elements in practice. Frank believes that if a person can be passionate for a long time, he will be invincible.
Many people are interested in Benjamin? Franklin's 13 element is a little known, but in fact few people have done it like Frank.
As a contrast with the 13 element summarized by Frank, the following is Benjamin's list? Franklin 13 element:
1. Temperance.
2. Silence-don't say unnecessary words.
3. Orderliness-Things have their place and things have their time.
4. Solve the problem-don't fail to deal with the problem.
5. Thrift-you can do great things with small money.
6. Diligence-don't waste time and quit all unnecessary behaviors.
7. Honesty-speak fairly and never cheat.
8. Fairness-Be kind to anyone and take responsibility.
9. The golden mean-don't go to extremes, be yourself for today.
10. Keep clean-not only clothes, but also behaviors.
1 1. Steady-don't be disturbed by anything, don't panic when something happens.
12. Simple.
13. Humility.
Practical skills of salesmen
Thank you for your cooperation.
Thank you!
Further reading: How to buy insurance, which is good, and teach you how to avoid these "pits" of insurance.