The Power of
Creative Selling



Contents
CHAPTER PAGE
1. I STUBBED MY TOE 1
How my Hundred-Thousand-Dollar Dream Came True 3. How
an Idea Gave Me Faith 4. How I Converted Faith into Results
5. The Essentials of a Good Sales Plan 6. A Lesson from the
Actor 7. A Sales Plan Gets Results 7.
2. YOUR PLACE IN OUR ECONOMY 9
The Need for Creative Selling 10. How to Overcome Negative
Thinking 11. How Courage Gives You Power 12. How to Make
Your Effort Pay Off 13.
3. How TO ATTRACT THE PROSPECT .14
How to Attract the Prospect's Interest 15. How to Use the Law
of Attraction to Make Sales 16. The Importance of Knowing
Yourself 17. The Three Sources of Sales 17. Your Prospect Has
Three Main Interests 18. The Three Advantages Your Prospect
Desires 18. You Have to Give in Order to Get 19. The Power of
Creative Selling Lies in You 20. How to Turn Your Creative
Power into Cash 21.
4. How TO CREATE A SALE ..22
A Good Sales Plan Can Create a Market 23. Gain Your Pros-
pect's Interest by Showing Interest in Him 24. You Must Plant
Ideas to Harvest Sales 25. Get the Facts, Then Study Your
Prospect 26. How to Present Your Sales Plan 27. The Impor-
tance of the Right Word in the Right Place 29. How to Build
Your Sales Plan Scientifically 30. The Power of Thought
Forces 30.
5. WHY THE PROSPECT BUYS .32
Anticipate Your Prospect's Questions 33. The Five Scientific
Reasons Why a Prospect Buys 34. The Prospect Buys It Be-
cause He Needs It 35. The Prospect Buys It Because He Can
Use It 36. The Prospect Buys It Because It Adds to His Wealth
by Owning It 39. The Prospect Buys It Because It Will Satisfy
His Pride 40. The Prospect Buys It Because It Will Satisfy His
Caution 40. How to Use These Motives to Make Sales 43.
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