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When I call on a prospect, I always endeavor to do the things that will please him and to leave undone the things that may irritate, aggravate, or offend him. When I enter his office, I remove my hat. If I am wearing an overcoat or a pair of overshoes, I remove them also. I never enter his office carrying a lighted cigar, smoking a cigarette, or carrying a pipe. I would not think of entering his presence with the odor of a tell-tale beverage on my breath. Breath carrying traces of beer or cigarettes may offend some prospects. I think it would pay all salesmen to ask their best friend every now and then, and check up on bad breath. If it is discov- ered, drink two glasses of water every two hours during the day for one week, and at the end of that time the bad breath will be gone. Every now and then the prospect wants to conduct the interview while standing in the corridor, in the door, in the hall, or in the outer office. When this happens, I say to him: "Pardon me, Mr. Prospect, this is certainly an imposition on you, and I feel terribly sorry that you have to stand here and listen to me. Maybe I can make arrangements to come back at some later date." At this point he invariably invites me in his office. However, one day when I said this to a prospect, he continued to ask me questions about my prop- osition. Finally I said: "Mr. Prospect, I have a bone in my leg, and it hurts me to stand on it." This was too much for the gentleman. He grinned and said: "You win—come in." If the prospect attempts to talk to me in the presence of some one else, I always say: "Mr. Prospect, I see you are busy this morning. May I call back to see you this afternoon?" He usually understands and excuses the third party, and I proceed with my story. In the presence of the prospect I never assume that I own his place of business. I try to make my entrance in a humble, TIME AND WAY TO CALL ON PROSPECTS 77 dignified way. When he invites me to have a seat, I always say: "Thank you, Mr. Prospect," with a genuine feeling of appreciation. |
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