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Selling is not static; it is dynamic. It is a live, moving process; the prospect must be told, and told often. By using the telephone in direct selling or for making appointments, the salesman can extend his personality, broaden his influ- ence, and capitalize on his selling ability. Every telephone call you make conscientiously will be worth money to you. Put a value on your calls; keep a record of them. Add up your results every month or so, and you will be surprised. It seems to be the tendency of most salesmen to hit the "'high spots" by picking the prospect. In my opinion, picking prospects is one sure means of overlooking many good ones. Every day, thousands of potential prospects are passed by as HOW TO MAKE APPOINTMENTS 131 the salesman glides along to the one whom he has picked out. If the one he has picked happens to be out, then he is out of luck. By using the telephone, it is not necessary to pick them out, and if you make an appointment it is not nec- essary to "find" them out. If you do not pass prospects, but comb the territory thoroughly, you will find customers that you never dreamed existed. Here are a few hints to follow in using the telephone. When you call a prospect, by all means try to use a clear, distinct, well modulated voice. Speak clearly'into the mouth- piece, holding it not more than % of an inch from the lips. This enables the prospect to hear you distinctly. Just as there is no need to shout in the office of the prospect, there is no need to shout over the telephone. Breathe deeply, and try to be natural and unaffected. You should speak slowly enough to be understood without having to repeat. Talking rapidly or slurring words can make questions like "What did you do?" sound like "Wadjado?" Your voice over the telephone should convey to the pros- pect a tone of personal interest and genuine earnestness in the service you are endeavoring to render. Be positive in your remarks, speak with authority, but say them freely, cheerfully, and cordially. Remember: "Blessed are the meek, for they shall merit the earth." In your case, "Ye shall be welcome." New ideas, expressed in new products for the comfort and happiness of a greater number of people, can greatly expand the national income of the United States. The men and women who sell can further this expansion by using the tele- phone to assist them in making more appointments to tell more people about these products. SIXTEEN |
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