|
By way of digression, here is a slant on thoughtlessness which shows a failure in the practice of courtesy. I made a personal test to determine what percentage of people would say "Thank you." During this test, covering one month, I made it a point to hold the door open for 20 different people, each from a different walk of life. Here is the result: 15 said nothing, three grunted, and two said "Thank you." These wonderful words don't cost you a cent and their use can earn dollars for you. Here are a few things you want to remember about the prospect. He is the most important person in your business. He is not dependent upon you; you are dependent upon him. He is doing you a favor by permitting you to serve him. He is not a cold name on your list, but a human being with feel- ings that are much like your own. You know the things that will please you, so practice them on the prospect. When you find a chip on the prospect's shoulder, always remember that the best way to remove a chip is by a gentle pat on the back. You can always find something in the pros- pect or his surroundings to praise and to flatter. You should do this politicly without becoming familiar. Shakespeare said: "Be thou familiar but by no means vulgar." You can make more sales in two months by becoming in- terested in the prospect than you can in two years trying to get the prospect interested in you. Little acts of courtesy and politeness make a deep impres- sion on the prospect. It is only through these that you can demonstrate your genuine interest in him. They tell him that you want to work with him, and that you want to please 78 TIME AND WAY TO CALL ON PROSPECTS him. They convey a feeling of understanding and appreci- ation that indicates that you have a desire to serve. |
|||
|
