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Now, out of these 100 potential prospects in Philadelphia, I qualify eight and show them my product. Out of the eight, I sell five. The campaign has covered five days, and I find that, by making the telephone my junior salesman, I aver- aged one sale each day. How long do you think it would have taken me in person? I will let you guess. The telephone has no favorites. It will work for anyone in any line at any time. The help it can give you in selling is dependent en- tirely upon the use you make of it. The above demonstration brings home forcibly the great possibilities in selling, once the salesman learns to use his time and energy efficiently. Here is a plan I worked out for the Air Cool Corporation, to interest its prospects in the installation of an air condition- ing system. First, I called Mr. Warm and said in a friendly, but posi- tive way: "Is this Mr. Warm?" Then I proceeded as follows: "Mr. Warm, the Air Cool Corporation calling. Earl Prev- ette speaking." I pronounced my name very distinctly. I con- tinued as follows: "We are calling you, Mr. Warm, about our new air condi- tioning system, which gives added comfort to your employ- ees and increases your profits. It does so in three ways: "First: It cleans and purifies the air. It reduces humidity and lowers office temperature. In doing so, it revitalizes your employees. "Second: The flow of cool air gives each employee more energy, and thus increases his personal efficiency. "Third: By stimulating each employee to do a better job, our air conditioning system will mean more profit to you. "One of our engineers can explain the advantages and the details of installation in a few minutes. Would 10 o'clock to- morrow morning be all right?" 128 HOW TO MAKE APPOINTMENTS |
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