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A large percentage of your time as a salesman is used in expressing ideas. It will pay you large dividends to improve the machines of expression, which are your speech, your voice, and your manner. Speech is the faculty to utter sounds or words. It is the power of expressing thoughts in words. It is the power to THE MAGIC POWER OF PERSONALITY 119 speak. Good speech is speaking clearly, unhurriedly, and distinctly. It is your quickest and most efficient means to get your ideas over to the prospect. By taking a little patience and care, you can do this more effectively. It is the little things in speech that count, and these are the things you want to correct. In order for the prospect to understand you, it is necessary to speak plainly. The prospect judges you by what you say, and if you can do this well, it will influence him to have con- fidence in you. Train yourself to speak with care and dignity. The prospect only understands what you tell him, so try to do it clearly. Pronounce each word carefully and distinctly. Speech, voice, and manner are all fundamental parts of your expression. Your use of them reflects your ability as a sales- man. The development of these three attributes gives you power and a pleasing personality. Speech is produced by the voice. You can improve your voice by deep breathing. This regulates and controls the pitch, tone, and inflection of the voice. Therefore, take a few deep breaths before entering the office of the prospect, and now and again during the day. Train yourself to read a few pages aloud each day. Take the dictionary and pick out a few words. Pronounce the words aloud, trying to enunciate each syllable clearly and distinctly. Do this exercise several times each week. It only takes a few minutes, and you will show marked improve- ment. To improve the sound, volume, and resonance of the voice, say the multiplication table aloud. It only takes about four minutes. Do this several times each week. All words are formed from letters. Practice aloud the al- phabet, giving each letter the full use of the lungs and dia- phragm. Note the different formations of the mouth as you say each letter aloud. Do this several times each week. 120 THE MAGIC POWER OF PERSONALITY |
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