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The power of creative selling is a definite means to create a demand for a product that did not exist before. The need of real creative selling is greater in America today than it has ever been before. Again, we might quote another Prov- erb: "Go to the ant, thou sluggard; consider her ways and be wise." It is high time for all salesmen to get wise and realize their great potentialities and their great possibilities. Another valuable lesson to learn from the Philosophy of Selling is to make spiritual provisions. A salesman works very hard and diligently to make provision for his material comfort, but he needs more than material provisions: he needs spiritual provisions. From material provisions he nour- ishes his body; from spiritual provisions he inspires the mind and refreshes the soul, and this is most essential for a sales- man. It helps him to form a broader concept of his value and worth to society. He gets rid of all selfishness and con- ceit. He develops sincerity and appreciation that make him at ease when talking to a prospect. It increases his love of life and the love of selling. There are two qualities that always distinguish a salesman. The first one is trustworthiness. It pays to conduct your re- lationships on a purely ethical basis. Make the Golden Rule the basic principle on which to operate. Make yourself de- pendable and also indispensable. The second quality is a deep appreciation of your pros- pect. The prospect is human and likes to be treated with THE PHILOSOPHY OF SELLING 85 respect and consideration. Therefore, develop an insatiable desire to serve him with the best that is in you. |
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