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Habit formation has been likened to the making of a path across a field. After the first traveler has trodden down the grass, the next is likely to follow in the same route, and so on, until all the grass is worn away, and everyone thereafter follows the beaten path. Constant repetition of an act soon forms a habit. And a good selling habit to develop is the use of the Law of Repeti- tion. It teaches you to perfect your Sales Plan and all other sales techniques. To put this law into action you practice your Sales Plan until you know its every word by rote; until you learn to time it; until you sense the proper pitch and inflection to give each word. And the more you actually present the Sales Plan before your prospects, the more con- fidence you will have in it. You will begin to feel your lines; you will be able to render a reserved or affable presentation. The Sales Plan will become a part of you. You will find that the Law of Repetition has magic—not only for you, but for the prospect. Through practice and demonstration, the Sales Plan gathers its own momentum and throws out its own aura. Your thoughts become mag- nets and you are able to penetrate the thoughts of the pros- pect. You can sell him because you can make him feel the impact of your Sales Plan. HOW TO PERFECT YOUR SALES PLAN 57 Paderewski once said: "If I miss practicing the piano for one day, I know it. If I miss two days, my manager knows it. If I miss a week, my audience knows it." Everlasting repe- tition produces perfection. Someone asked Frank Bacon, who was a star performer in the stage play Lightnin, to play golf. "I'm sorry," he said, "but I can't make it today. We have a rehearsal." "Rehearsal?" replied his friend. "Rehearsal for what?" "For Lightnin," said Bacon. After six years and 2000 per- formances to his credit, Frank Bacon was still having two rehearsals every week in order to maintain the perfection of his act. Frank Bacon knew the words in Lightnin, but every time he went over those words he found something new. He learned to develop new inspirations, new interests, new zest, and new enthusiasm. After each rehearsal he was a bigger man and a better actor. Every day a certain parson visited his church to preach. Someone asked him why he preached six days each week to himself, and only one day each week to his congregation. His answer was: "It takes six days of preaching to convince myself, and only one day to convince my congregation." One of the most difficult jobs in selling is to convince our- selves, but once this is accomplished it is fairly easy to con- vince others. |
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