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One of the best habits to acquire in selling is patience. It denotes self-composure, self-confidence and self-assurance. It is the capacity to realize that all conditions and situations are only temporary; if you exercise forbearance and remain cool, calm, and collected, the most trying situations will right themselves. Patience teaches us to grin and bear it. Trials, tribulations, troubles, obstacles, delays, disappointments, and failures are only stalking shadows that instantly disappear in the light of patience. They will all soon disappear. "In your patience possess ye your souls." Many hours are spent in waiting to see the prospect; this spare time may best be spent in reading a good book. Slip a good book in your brief case, and spend your spare time reading. It will enable you to enjoy the time, and you will be better qualified to interview the prospect. There are many details in selling and the one way to master detail is to exercise patience. Learn to love it. With the proper attitude, chores are a pleasant pastime, especially when you realize that everyone else is doing them. Every task begins in detail, and ends in detail. A kindly feeling to- 118 THE MAGIC POWER OF PERSONALITY ward detail relieves tension and strain, develops the power to concentrate, and the task is soon completed. Relish detail and detail loses its sting. Do not heed detail, and detail will heed you. With all your manifold details, exercise patience. It will reward you. When you put these five suggestions into action, each de- partment of the powerhouse will work harmoniously and produce more power to be transmitted over the wires that carry the current of your personality. The wires of the powerhouse carry your personality to the prospect—give him a jolt, and he will buy. These wires are your manner, your tone of voice, and your mode of expres- sion. Many transmissions from the powerhouse of personality rely on the art of expression. What is expression? The word comes from the Latin word "exprimere," which means to ex- press. It is the act of pressing out. It is the stuff you employ to make your message felt. As Alexander Pope wrote: But true expression, like the unchanging Sun, Clears and improves whatever it shines upon; It gilds all objects, but it alters none. Expression is an art for the individual to master; anyone can improve on it. Improvement may be accomplished through interest, concentration, application, a little patience, and a few minutes practice each day. |
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