Who Should Read This Sales Guide?

• New sales reps struggling to gain traction
• Entrepreneurs and solopreneurs doing their own selling
• Anyone who wants to stop wasting time on unqualified leads

The Frank DePries Sales Method: A Simple But Powerful Shift

Frank DePries wasn’t a natural-born salesman. When he started selling fire extinguishers, he barely made $10 a week. He worked hard — making calls, knocking on doors — but wasn’t closing enough sales.

Why? Because he was focusing on quantity, not quality.

Why Selling to Everyone Doesn’t Work

One of the biggest mistakes Frank made early on — and one that many new salespeople still make — was trying to sell to everyone.

Even though he had a solid product and could close about 50% of qualified prospects, he found that 9 out of 10 people he approached didn’t actually need what he was selling.

• Wasted time
• Low conversion rates
• Frustration and burnout

The Turning Point: Selling Only to the Right Prospects

“Why don’t you just focus on people who actually need fire extinguishers?”

That one piece of advice changed everything. Frank shifted to a qualified prospecting approach — targeting businesses with a real need.

Step-by-Step: Frank’s Sales Strategy That Anyone Can Copy

Step 1: Identify Your Ideal Customer Profile (ICP)

Frank stopped guessing and started targeting:

• Small factories
• Warehouses
• Auto garages
• Wholesale businesses

He studied the classified section of the phone directory and built a list of 27 businesses in one industrial district — all likely to need fire extinguishers.

Step 2: Plan an Efficient Route

Time is money. To increase efficiency, he:

• Grouped calls geographically
• Built a tight walking route
• Minimized travel time between locations

Step 3: Set and Track Daily Sales Goals

Frank committed to:

• 25 calls per day
• Logging each conversation and result
• Tracking closing rates and commissions earned

Step 4: Sell Value, Not Just Features

Frank focused on the benefits of the product:

• Insurance savings (product approved by underwriters)
• Compliance benefits
• Workplace safety for employees and assets

The Results: From $10/Week to $1,000 in Commissions

Once Frank made the switch, his numbers jumped:

Sales Strategy Lessons You Can Use Today

Final Thoughts: You Don’t Need to Be a Sales Pro — Just Be Smart

Frank DePries wasn’t the most experienced or confident salesperson. But by qualifying leads, staying organized, and focusing on real value, he consistently outperformed his peers.

If you’re struggling in sales, don’t work harder — work smarter, like Frank.

Want to Apply This Sales Strategy to Your Own Industry?

Drop your industry or product in the comments or reach out directly, and I’ll help you build your own Frank-style sales plan — tailored to your goals.