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In following me through these sales performances and meeting these objections, you must have been reminded of one thing, and that was the simple and ordinary way I did it. My technique was to present my ideas about my product in a scientific Sales Plan. I gave these ideas to the prospect straight from the shoulder. I never exaggerated, I never used subterfuge or bombastic camouflage, or made a claim or statement that I could not back up with facts. I spoke sin- cerely and truthfully. I never gave the prospect an argu- ment about his objection. I let him have his own way. I took his "buts" and handed them back to him in the form of sug- gestions that changed his entire attitude. The prospect was open-minded and considerate. He believed and liked what I said. He had confidence in me. His objection gave me infor- mation that I turned into a sale. When you apply the power of creative selling, you can concentrate. Concentration provokes quick thinking. Many constructive thoughts and suggestions will come to you as you begin to apply the process of thought. Your power to ex- press these thoughts and suggestions will increase as you need them. Your ability to do the job well will give you many thrills—and many checks. SEVEN |
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