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Most prospects are very sensitive, and it is to your advan- tage to take this into consideration and to make preparations for it in advance. When you approach a prospect, he uses the sense impressions of the eyes and ears to size you up. Therefore, you are going to make a favorable impression or an unfavorable one. By paying strict attention to certain predispositions that effect the sensitive nature of the pros- pect, and by recognizing and respecting those predisposi- tions, you can assure yourself of a cordial reception. On the other hand, by ignoring them you may subject yourself to undue criticism and uncalled-for derision, and in all probability lose a sale that could have been yours had you taken the time to heed what you are reading at this very moment. Therefore, there is not only a scientific time on which to call on the prospect, but there is also a scientific way in which this should be done. In preparing your list on prospects on whom to call, enter each name according to its particular category on a 3 x 5 inch card. By all means copy this name exactly as it appears in the directory. Prospects are very sensitive about their names. Their names are listed in the directory as they like them spoken or written. A person's name is a symbol, a trade- mark, a badge that distinguishes and identifies that person from one hundred sixty million other persons in the United States. A prospect likes his name; it individualizes and sets him apart. He likes to hear it spoken. He likes to see it in print. In all probability, the first thing you do when a new directory arrives is to turn to the page listing your name. You want to see it in print, and also to see if it is listed in accordance with your definite instructions. There it is. It TIME AND WAY TO CALL ON PROSPECTS 75 pleases you. What a smile! You grin from ear to ear. The prospect is like you. He likes his name, and in calling on him you must have respect and a high regard for it. |
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