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How To Sell Your Way Through Life ( Foreword by Ken Blanchard ) PDF

275 Pages·2009·1.81 MB·English
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Business Self-Help N A Timeless wisdom from the P original philosopher personal success O of L E O “ No matter who you are or what you do, you are a salesperson. Every time you speak to someone, share an opinion or explain an idea, you are selling your most powerful asset . . . you! In N How to Sell Your Way Through Life, Napoleon Hill shares valuable lessons and proven techniques H to help you become a true master of sales.” I —SHARON LECHTER, Coauthor of Think and Grow Rich: Three Feet from Gold; L Member of the President’s Advisory Council on Financial Literacy L “ These proven, time-tested principles may forever change your life.” —GREG S. REID, Coauthor of Think and Grow Rich: Three Feet from Gold; H Author of The Millionaire Mentor O “ Napoleon Hill’s Think and Grow Rich and Laws of Success are timeless classics that have improved W the lives of millions of people, including my own. Now, we all get the chance to savor more of his profound wisdom in How to Sell Your Way Through Life. It is a collection of simple truths that will T O forever change the way you see yourself.” —BILL BARTMANN, Billionaire Business Coach and S Bestselling Author of Bailout Riches (www.billbartman.com) E L Napoleon Hill, author of the mega-bestseller Think and Grow Rich, pioneered the idea that successful L individuals share certain qualities, and that examining and emulating these qualities can guide you to Y extraordinary achievements. O U Written in the depths of the Great Depression, How to Sell Your Way Through Life explores a crucial R component of Achievement: your ability to make the sale. Ringing eerily true in today’s uncertain times, Hill’s work takes a practical look at how, regardless of our occupation, we must all be salespeople W at key points in our lives. Hill breaks down concrete instances of how the Master Salesman seizes A advantages and opportunities, giving you tools you can use to effectively sell yourself and your ideas. Y Featuring a new Foreword from leadership legend Ken Blanchard, this book is a classic that gives you one beautifully simple principle and the proven tools to make it work for you. T H NAPOLEON HILL was a highly successful and infl uential author who was one of the earliest R producers of the modern genre of personal-success literature. His most famous work, Think and Grow O Rich, is one of the bestselling books of all time. Additionally, Hill established the Napoleon Hill Foundation U as a nonprofi t educational institution to perpetuate his philosophy of leadership, self-motivation, and G individual achievement. For more information, please visit www.naphill.org. H Cover Design: Paul McCarthy Cover Illustration: © iStockphoto $16.95 USA / $19.95 CAN L I F E E1FFIRS 11/11/2009 22:15:36 Page2 E1FFIRS 11/11/2009 22:15:35 Page1 H O W T O S E L L Y O U R W A Y T H R O U G H L I F E E1FFIRS 11/11/2009 22:15:36 Page2 E1FFIRS 11/11/2009 22:15:36 Page3 N A P O L E O N H I L L H O W T O S E L L Y O U R W A Y T H R O U G H L I F E John Wiley & Sons, Inc. E1FFIRS 11/11/2009 22:15:37 Page4 Copyright #2010byThe Napoleon HillFoundation. All rights reserved. Published byJohn Wiley & Sons,Inc., Hoboken,New Jersey. Published simultaneously inCanada. Nopartofthispublicationmaybereproduced,storedinaretrievalsystem,ortransmitted inanyformorbyanymeans,electronic,mechanical,photocopying,recording,scanning, or otherwise, exceptaspermitted under Section 107or 108ofthe 1976United States Copyright Act,without eitherthe priorwritten permission of thePublisher, or authorization throughpayment ofthe appropriate per-copyfee tothe Copyright Clearance Center, Inc.,222Rosewood Drive, Danvers,MA 01923,(978) 750-8400, fax(978)646-8600,oronthewebatwww.copyright.com.RequeststothePublisherfor permissionshouldbeaddressedtothePermissionsDepartment,JohnWiley&Sons,Inc., 111RiverStreet,Hoboken,NJ07030,(201)748-6011,fax(201)748-6008,oronlineat www.wiley.com/go/permissions. Limitof Liability/Disclaimer ofWarranty: Whilethe publisher andauthorhave used theirbesteffortsinpreparingthisbook,theymakenorepresentationsorwarrantieswith respect totheaccuracy or completeness ofthe contents ofthisbook andspecifically disclaimanyimpliedwarrantiesofmerchantabilityorfitnessforaparticularpurpose.No warranty maybecreated or extended bysales representatives or written sales materials. The adviceandstrategies contained herein maynotbesuitable for your situation. You should consult withaprofessional where appropriate. Neither the publisher norauthor shallbeliableforanylossofprofitoranyothercommercialdamages,includingbutnot limited tospecial, incidental, consequential, or other damages. Forgeneral information onour other productsandservices or for technical support, pleasecontact ourCustomer CareDepartment withinthe United States at(800) 762- 2974,outside theUnited States at (317) 572-3993or fax(317) 572-4002. Wiley also publishes its booksinavariety ofelectronic formats.Some contentthat appears inprint maynotbe availablein electronic books. Formore informationabout Wiley products, visitour websiteat www.wiley.com. Library ofCongress Cataloging-in-Publication Data: Hill,Napoleon, 1883-1970. How tosellyour way throughlife/ Napoleon Hill. p. cm. Originally published:Meriden, Conn.: TheRalston society, 1939. ISBN 978-0-470-54118-0 (pbk.) 1. Selling. 2. Salesmenandsalesmanship. 3. Psychology, Applied. 4. Success. I. Title. HF5438.25.H47 2010 0 658.85019–dc22 2009024944 Printedin theUnited States ofAmerica 10 9 8 7 6 5 4 3 2 1 E1FDED 11/03/2009 9:21:4 Page5 Dedicated to ALL WHO HAVE TRIED FAILED AND BUT STILL FIGHT ON WITH DETERMINATION MAKE LIFE PAY TO E1FDED 11/03/2009 9:21:4 Page6 E1FTOC 11/11/2009 22:23:12 Page7 Contents FOREWORD Ken Blanchard xi ONE OF THE FINE THINGS ABOUT THIS BOOK IS THAT "IT WORKS" xiii THE CHALLENGE TO LIFE xv PREFACE xvii Part One The Principles of Practical Psychology Used in Successful Negotiation 1 Chapter 1 Introduction 5 Chapter 2 You Need Intelligent Promotion to Succeed 12 Chapter 3 The Strategy of Master Salesmanship 27 Chapter 4 Qualities the Master Salesman Must Develop 38 Chapter 5 Autosuggestion, the First Step in Salesmanship 49 Chapter 6 The Master Mind 53 Chapter 7 Concentration 55 Chapter 8 Initiative and Leadership 62 Chapter 9 Qualifying the Prospective Buyer 68 Chapter 10 Neutralizing the Prospective Buyer’s Mind 74 Chapter 11 The Art of Closing a Sale 81 vii E1FTOC 11/11/2009 22:23:12 Page8 viii CONTENTS Part Two The Use of Salesmanship in Marketing Personal Services 91 Chapter 12 Choosing Your Job 95 Chapter 13 Selecting a Definite Major Aim as Your Life Work 101 Chapter 14 The Habit of Doing More than Paid for 104 Chapter 15 A Pleasing Personality 110 Chapter 16 Cooperation 118 Chapter 17 How to Create a Job 120 Chapter 18 How to Choose an Occupation 122 Chapter 19 How to Budget Your Time 130 Chapter 20 The Master Plan for Getting a Position 137 Part Three What You May Learn from Henry Ford 149 Chapter 21 Singleness of Purpose 153 Chapter 22 Persistence 157 Chapter 23 Faith 160 Chapter 24 Decision 165 Chapter 25 Sportsmanship 168 Chapter 26 Budgeting of Time and Expenditures 172 Chapter 27 Humility 174 Chapter 28 The Habit of Doing More than One Is Paid to Do 176 Chapter 29 Ford the Master Salesman 181 Chapter 30 Accumulation of Power 187 Chapter 31 Self-control 190

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