私はどうして販売外交に成功したか フランク・ベトガー (著), 土屋 健

私はどうして販売外交に成功したか (Life & business series)

CHAPTER

1. How One Idea Multiplied My Income and Happiness
2. This Idea Put Me Back Into Selling After I Had Quit
3. One Thing I Did That Helped Me Destroy the Biggest Enemy I Ever Had to Face
4. The Only Way I Could Get Myself Organized
Summary -- Part One

PART TWO

FORMULA FOR SUCCESS IN SELLING

5. How I Learned the Most Important Secret of Salesmanship
6. Hitting the Bull's Eye
7. A $250,000 Sale in 15 Minutes
8. Analysis of the Basic Principles Used in Making That Sale
9. How Asking Questions Increased the Effectiveness of My Sales Interviews
10. How I Learned to Find the Most Important Reason Why a Man Should Buy
11. The Most Important Word I Have Found in Selling Has Only Three Letters
12. How I Find the Hidden Objection
13. The Forgotten Art That Is Magic in Selling
Summary -- Part Two

PART THREE

SIX WAYS TO WIN AND HOLD THE CONFIDENCE OF OTHERS

14. The Biggest Lesson I Ever Learned About Creating Confidence
15. A Valuable Lesson I Learned About Creating Confidence From a Great Physician
16. The Quickest Way I Ever Discovered to Win Confidence
17. How to Get Kicked Out
18. I Found This an Infallible Way to Gain a Man's Confidence
19. How to Look Your Best
Summary -- Part Three

PART FOUR

HOW TO MAKE PEOPLE WANT TO DO BUSINESS WITH YOU

20. An Idea I Learned From Lincoln Helped Me Make Friends
21. I Became More Welcome Everywhere When I Did This
22. How I Learned to Remember Names and Faces
23. The Biggest Reason Why Salesmen Lose Business
24. This Interview Taught Me How to Overcome My Fear of Approaching Big Men
Summary -- Part Four

PART FIVE

STEPS IN SALE

25. The Sale Before the Sale
26. The Secret of Making Appointments
27. How I Learned to Outsmart Secretaries and Switchboard Operators
28. An Idea That Helped Me Get Into the "Major Leagues"
29. How to Let the Customer Help You Make the Sale
30. How I Find New Customers and Make Old Ones Enthusiastic Boosters
31. Seven Rules I Use in Closing the Sale
32. An Amazing Closing Technique I Learned from a Master Salesman
Summary -- Part Five

PART SIX

DON'T BE AFRAID TO FAIL

33. Don't Be Afraid to Fail!
34. Benjamin Franklin's Secret of Success and What It Did for Me
35. Let's You and I Have a Heart to Heart Talk

Today Point
熱意こそ、販売に成功する最大唯一の要素であると確信している

販売の仕事は「できるだけたくさんの人に面会する」ということに尽きる

「人はその欲するところに従って行動するときのみ、労力戸時間を惜しまずに働くものである」
どんな場合にもあてはまるこの法則は、外のあらゆる人間関係の諸法則にまさる最高最上の法則である。

けっして同じ靴、服を、二日以上つづけて着てはいけません。二着しかない場合は毎日取り替えること。
そして着た後は、上着とチョッキは必ず洋服掛けに吊るし、ズボンを真っすぐに吊るすようにすて、けっして洋服掛けの横棒に二つ折りにして下げてはいけません。

常に微笑を忘れない

恐怖心克服の最善法　
人に面接しておじけづいた場合は、それを素直にその人の前で認めることだ。