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Who
was America’s first self made
millionaire?
 Despite being born into a
poor family and only receiving two years of formal schooling, Ben Franklin became a
successful printer, scientist, musician, author and one of the founding
fathers of the United States. Ben Franklin is considered to
have been one of the most persuasive and successful
people in the history of the United States. A
very skilled sales person, marketer, negotiator and copywriter. Skills that every
business owner, professional person, manager and marketer should have.
In the year 1723, Ben Franklin, at the age of
seventeen, arrived in Philadelphia without a penny to his
name. At age 42, he retired, wealthy, the first self made
millionaire in the country. Few people, before or since have ever
been as successful as Benjamin Franklin. He gave credit for his many
inventions and business successes to his system for self improvement
he created when he was 20 years old.
The key to Franklin’s success was his drive to
constantly improve himself and accomplish his ambitions. In 1726, at
the age of 20, Ben Franklin set his loftiest goal: the attainment of
moral perfection.
“I conceived the bold and arduous project of
arriving at moral perfection. I wished to live without committing
any fault at any time; I would conquer all that either natural
inclination, custom, or company might lead me
into.”
In order to accomplish his goal, Franklin
developed and committed himself to a personal improvement program
that consisted of mastering 13 principles. "Each of them should be
practiced in order, for a week at a time, so that all of them become
a habit in your life."
 In order to keep track of his adherence to these
principles, Franklin carried around a book of 13 charts. The charts
consisted of a column for each day of the week and 13 rows marked
with the first letter of his 13 virtues. Franklin evaluated himself
at the end of each day. He placed a dot next to each principle he
had violated. The goal was to minimize the number of marks, thus
indicating a “clean” life free of vice.
Franklin would especially focus on one principle
each week by placing that virtue at the top that week’s chart and
including a “short precept or affirmation” to explain its
meaning. After 13 weeks he had moved through all 13 principles
and would then start the process over
again.
When Franklin first started out on his program he
found himself putting marks in the book more than he wanted to. But
as time went by, he saw the marks diminish and saw the progress he
was making.
“By using this system I was much better at what I
did and a more successful man than I otherwise should have been if I
had not attempted it.”
When he was seventy-nine
years old, Benjamin Franklin wrote more about this idea than
anything else that ever happened to him in his entire
life.
He felt that he owed all
his success and happiness to this one thing. Franklin wrote:
“I hope, therefore, that some of my descendants may follow the
example and reap the benefit.”
The Ben Franklin Sales Institute’s
Master Sales Course, written and created by Bob Oros along with hundreds of contributing
sales people, has adopted Franklin's method and applied it to becoming a
highly successful and highly skilled sales person. Since
success is developed by performing small and seemingly insignificant
acts, you can use this method by reading and putting into practice
the 13 skills that will guarantee your success in sales with
scientific certainty.
Following in the footsteps of Ben Franklin, the
Ben Franklin Sales Institute has adopted not only his 13 week self
development program, but also his “Junto”
meetings.
The “Junto” was a club established in 1727 by
Benjamin Franklin for mutual improvement. Its purpose was to discuss
questions and to exchange knowledge of business
affairs.
Franklin describes the formation and purpose of
the "Junto" in his autobiography: “In the autumn of 1727 I had
formed most of my ingenious acquaintance into a club of mutual
improvement, which we called the Junto. The rules that I drew up
required that every member, in his turn, should produce one or more
queries on any point of Morals, Politics, or Natural Philosophy, to
be discussed by the company; and once in three months produce and
read an essay of his own writing, on any subject he
pleased.”
The Junto's meetings were organized
around a series of questions that Franklin devised, covering a range of intellectual, personal, business,
and community topics. These questions were used as a springboard
for discussion and community action. Fifteen members
of the Society would sign the Declaration of Independence in
1776.
That is why we recommend that you not only
continue to go through the course again and again until you feel you
have mastered all 13 selling principles and 90 selling techniques
found in the complete course, but also to find like minded
colleagues and recruit them as members for your “Junto” sales
meetings.
Before I share with you 7 of the
13 selling principles, I would like to invite you become part of
this powerful program for advancing your personal selling skills.
Please contact me for more details or follow the link at the bottom of the
page.
Seven of the
Thirteen Skills
It took over 7 years to discover
the original 13 topics that would have a powerful impact on the
sales of anyone who implemented them. Interviews with 507
professional purchasing managers and 3,759 independent business
operators were conducted to discover how they made their buying
decisions and what they liked or disliked about the sales people who
called on them. Their feedback was converted into seven powerful
selling strategies and six specific attitudes that will change the
way you view selling forever. This video was made several years ago -
a few years after the interviews were
completed.
1.
Planning. What you will learn: You
will become a perfect example of a well organized sales
professional. Every detail of every sales call will be well
planned out in advance. At any given moment during the day you
will be able to look at your schedule, at your list of things to do
and be right on track. Everything you do will be completed
step by step. You will spend whatever time it takes to work
out the details of every sales call you are going to make during the
week. Not simply an itinerary, but everything you want to
accomplish while with the customer. The customer will be
amazed and impressed with the amount of thought and preparation you
put into every sales call.
2.
Questions. What you will learn:
You will become an expert at asking well thought out questions and
you will carefully listen to everything your customer says.
You will have rehearsed the questions that will get the results you
are aiming for, which is building a relationship and becoming an
important part of your customer's business. You will let your
customer do most of the talking and they look forward to your visit
because you will be so interested in them and their business.
You will keep careful records of the answers you get and review them
each time you make a repeat call. The customer will feel your
sincere interest in them.
3.
Value. What you will learn:
Every time you visit every customer you will bring them something
that will really help their business. It could be a very
special price on an item, a piece of industry news, an idea that
will help their business, something that will give them a
competitive advantage, or perhaps something personal that you knew
they were interested in. On every visit your customer will say
"wow, I really appreciate that!" You will never make a call on
a customer that is boring or routine. When they see you coming
they will be sincerely excited to see you because you break the
routine of their business by bringing value every time you call.
4.
Presentations. What you will
learn:
Your sales calls will be so much more than just a
visit to get an order. You will spend time carefully reviewing
the customer's business and meticulously match your products to
their problems. You will give them a well thought out list of
"reasons why" you are the best person to provide the product and
service that results in the solution to their problem. You
will put so much work into preparing your presentation that you will
be able to recite it frontwards and backwards. You will have
studied all the features and benefits of your products as well as
everything your company can do to make it easy for the customer to
make a well educated decision based on the information you will
provide. When it comes to making a presentation there will be
no one better sold on your company and your products and services
than you are.
5.
Objections. What you will learn:
You will carefully recorded every objection that
a customer has presented to you as a reason why they are not
interested in buying from you. Each one of the
objections will be researched and you will carefully craft a
response for each one. Not just a canned response, but a real,
sincere, well thought out answer based on facts, experience and
product knowledge. You are well aware that 67% of most sales
are made after at least 5 objections and you not only anticipate
them, but welcome them as a way for the customer to build confidence
in you and your company.
6.
Closing. What you will learn:
You are able to ask for the order in a way that
the customer feels good about spending their money with you.
You are able to steer the sales process towards a predetermined
objective that makes it easy for the customer to go forward and make
the commitment. You have done such a good job of presenting
your company, your offer and yourself that the customer feels no
pressure when it comes time to go forward. When you are
working with a prospect that may take several visits to bring them
all the way through the sales pipeline you have the specific
objective clearly defined for each step of the process. You
have done such a flawless job of bringing the sale to the point of
the close or next step that the process seems smooth and
natural.
7. Follow
up. What you will learn:
Your follow up is done so well that your customer
can count on you to take care of every detail that will make the
process of the sale an enjoyable experience. Your follow up
starts as soon as you make an initial contact over the phone before
the actual visit. You send confirmation letters and recap
memos before the sale, during the sale and after the sale.
Even if you don't get the sale in the time frame you anticipated,
you know that it will only be a matter of time, so your follow up
continues with weekly or monthly cards or letters. You stay in
touch, keep good records of every contact with the customer, and can
put your finger in any piece of information you may need whenever it
is necessary.
Add the SIX ATTITUDES that will create a
mental state involving positive beliefs and feelings and you have an
unbeatable system for creating sales success. And then, with the
help and encouragement of your "Junto" sales coach, implement them
using the system Ben Franklin created over 200 years ago and you
simply cannot fail.
The goal is to improve each of the 13
skills JUST FOUR PERCENT
and you will have an overall improvement of
FIFTY TWO
PERCENT!
"This course opened up many entirely new concepts to me. Every
lesson was interesting. Your ability to explore what drives
both the customer and the salesperson is spot on. There are
thousands of “How To Sell” type books, videos and seminars
available but I have never experienced one better than
yours."
Crocker Smith (25 year sales
veteran) |
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Here is what I would
like to do.
I would like to go to work for you for the next 90 days. I
have put together everything I have learned about selling over the
past 35 years in a package so powerful and so filled with strategies
and techniques that your ability to generate sales and profits will
be unstoppable!
Here is what's included in the
course:
~ 90 web pages each containing a valuable
selling technique,
~ 13
workbook in pdf files you can download and
pring weekly
~ 90 audio files you can download to
your MP3 player.
~ 90 one page PDF files you can print and
review DAILY.
~ An email to you personally everyday for
the next 90 days.
~ Access to me personally via email
anytime during the 90 days.
~ A follow up email every week
for the following two years.
~ A bi-weekly ezine that
updates one of the 90 lessons.
~ Over 600
contributions from people who have taken the course.
~ An
invitation to cycle through the
couse as many time as you
like.
This is all wrapped up in a
daily system that takes from 3 to 5 minutes a day to learn and
implement each technique.
Here are three case
studies from the thousands of companies and individuals who have
completed the program.
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Here is what Marty Miller, a sales
professional in San Antonio, Texas, who completed the 90 day
sales course reported:
"I really enjoyed your program and have
put to use all your selling strategies. Here are the results
of my 13 week sales and gross profit increase."
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| Sales
Comparison
90 days prior to the seminar
$337,790
90 days following the seminar
$412,474
22.1% Increase +
$74,684
Profit Comparison
90 days prior to the seminar
$37,953
90 days following the
seminar $80,103
111% Increase +
$42,150 |
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$5,000,000 to $150,000,000 in annual
Sales
In 1997 a distribution
company with 8 sales people was considering closing
their doors. They called and invited me to present the sales
seminar for their sales team. After presenting the
seminar along with the follow up course, the company did a
complete turn around. Since that time they have
purchased 5 more companies and are a major distributor with
over 45 sales people. They credit all their success to
implementing the techniques in the course.
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$10,000,000 to
$100,000,000 in a few short years
A friend of mine left his
company (where I had presented the training) and went to work
in a completely different industry. Knowing the benefits
of the seminar he called to see if I would present the program
and use the online course to train their new new sales
people as they were hired. They are a staffing and payroll
company that started their business with 14 offices and 10
million dollars in sales. Implementing the
techniques in this training they now have nearly 50 offices
and their sales will soon exceed 100 million dollars
in annual revenue. They continue to have every new
person go through the course. The CEO of the company, Ken
Cone, said it was the best sales seminar he had seen in
his 35 years in sales. |
| There are thousands of testimonials on
file just like this one from John Boylan, VP Sales, Berks
Packing, Reading, PA:
“Within hours after starting your program one of my
regional managers reported a savings of over $5,000 on a
contract he was working on. Another reported an increase in gross profit of
$1,800, ALSO WITHIN HOURS AFTER LEARNING ONE OF THE NEGOTIATING
TECHNIQUES!” |
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One payment of $90
100% money back guarantee if you are
not
completely satisfied with the
program.
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Credit
Card
One payment of $90
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All 270 links below will be
activated when you enroll in the course... PLUS
~ 90 web pages each
containing a valuable selling technique.
~ 13 workbooks in pdf files
you can download and print.
~ 90 audio files
you can download to your MP3 player.
~ 90 one page PDF
files you can print and review DAILY.
~ An email to you
personally everyday for the next 90 days.
~ Access to me
personally anytime during the 90 days.
~ A follow up email
every week for the following two years.
~ An ezine every
two weeks that updates one of the 90 lessons.
~ Over 500
contributions from people who have taken the course. | 