|
Stand before the mirror and see whether you open your mouth widely enough when you speak. By observing your- self talking aloud, you will learn not to slur over your words and not to drawl them. Drawling can be corrected by enunci- ating each syllable in each word. All words are made up of syllables and big words are only a combination of syllables, or of little words. Take the word inexhaustible, for example. Take it apart in this fashion: in-ex-haust-i-ble. Take it easily and slowly, and the word will pronounce itself. Each word will do the same. Make it easy for the prospect to understand what you are talking about. Express your ideas clearly and you turn them into a sale. Clarity of speech is very important. Cultivate the habit of perfecting it. It will pay you also to cultivate the habit of not hurrying in your speech. You have plenty of time. It is most essential to clear, distinct diction to speak unhurriedly. Speak dis- tinctly and deliberately. Know the lines of your speech thor- oughly and speak them in a relaxed mood and you will discover that what you say is more persuasive, more effec- tive, and more convincing. When you speak calmly and dis- tinctly, it is not necessary to repeat, and this saves the prospect's time and possibly your embarrassment. It will pay you also to train yourself to speak in a conversa- tional tone. Breathe regularly and observe proper pause at intervals. Don't try to carry on a complete conversation in one breath. Manner is your mode of procedure; your way of doing things. It is that intangible quality of personality that makes you interesting to other people. It is the way you conduct your relationship with others. It is an inward feeling of being happy. You know what pleases you when someone talks to THE MAGIC POWER OF PERSONALITY 121 you. It is those little things: courtesy, appreciation, kindness, and thoughtfulness. It is those little things that please the prospect and put him in a receptive mood to listen to what you have to say. It is these little things that make a whale of a difference—and help you to make more sales. Another great asset to enrich and purify your manner of speech is to learn to smile while you talk. Your speech, in- terspersed with real smiles, tells the prospect a lot. It tells him that you like him, that you want to please him, that you want to co-operate, and that you are willing to serve and do your best at all times. He can feel your smile; it encourages him to believe in you. The smile in your voice unlocks the door and lets you in. It creates friendships and opens wide the door of the prospect. He will respond to a friendly smile, so practice it in your speech. Try also to be natural in your manner of speech. The prospect is human and likes to be treated accordingly. There- fore, relax, feel kindly toward the prospect, and be yourself, and in all probability you will leave his office with a sale. |
|||
|
