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I had plenty of prospects. What next? I needed a sales ap-
proach. It was only good sense on my part to create a Sales
Plan that would set forth, in plain, understandable language,
the many benefits and values of life insurance, and what they
really meant to the prospect. The Sales Plan to present these
important ideas had to be good, compelling, and concrete.
It had to contain the power to attract the attention of the
prospect. It had to possess the power to arouse the interest
of the prospect. It had to create the power to stimulate the
desire of the prospect. It had to generate the power to per-
suade and convince the prospect to act.

I spent many many hours of study and meditation in cre-
ating this Sales Plan. I checked, I double checked, I anal-
yzed, I visualized. Was it interesting? Was it comprehensive?
Was it stimulating? Was it concise? Was it persuasive? Was
it convincing?

Every idea, every sentence, and every detail was attended
with the strictest attention. Every word was studied for the
correct pronunciation, for the proper enunciation, and for
the right sound and inflection. Every thought in each sen-
tence was studied for proper emphasis. Every particular was
weighed and balanced. Nothing was taken for granted, and
no detail was overlooked. When I had this Sales Plan in
good form, I memorized it. I read it out loud many times. I
dramatized it. I felt it. I lived it. I perfected it. Then I used it.

The Sales Plan presented a good proposition and a sound
idea. What about the prospect? Was he attracted? Was he
interested? Was he stimulated? Was he convinced? The re-
sults were beyond my fondest expectations. That Sales Plan
sold millions of dollars worth of life insurance.

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I decided that the only scientific way for me to demon-
strate my faith in selling life insurance was to create a sales
plan that would carry the message of its benefits and values
to the prospect and convince him that he would enjoy satis-
faction and peace of mind by owning it. It was up to me to
use my ability and draw on the hidden power within and
create a sale that did not exist before.

In applying your ability to think and create a sale, it is
wise to get the right attitude toward yourself as well as your
product. You must realize that you are not merely a rag, a
bone, and a hank of hair—you are greater than your body.
Your power to think does not confine you to your own skin.
You can project thought. You can organize and visualize the
ideas and thoughts about the thing you sell with such power
that it creates a sale. To do this scientifically and effectively,
it is essential to build these thoughts and ideas into a plan.
What is a plan? A plan is a method of action, procedure,
or arrangement. It is a program to be done. It is a design
to carry into effect an idea, a thought, a project, or a devel-
opment.

Therefore, a plan is a concrete means to help you fulfill
your desires. In the field of selling, your desire is to create
sales and render a useful service. To do this effectively, it
is wise to have two plans:

First, a plan of operation to govern, guide, and control
your general activities. To organize and arrange your activ-
ities each day is to save time, conserve energy, and elim-
inate chaos. The orderly arrangement of time will guide and
direct you through the labyrinth of the most busy day.

Second, a Sales Plan to govern, guide, and direct your
sales procedure.

Prospects are influenced and motivated to action by ideas,
and the more quickly they receive ideas about the value of
the product, the sooner they will react. I decided that life
insurance was an idea guaranteeing many valuable benefits
to the prospect and his family. I also decided that the quick-
est, the most practical, the most efficient, the most feasible,
and the most scientific method of carrying that idea to the
greatest number of prospects in the shortest period of time
was by means of a Sales Plan.

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