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The power of creative selling lies not in the product, not in the service, and not in the prospect—it lies in you. It lies in your ability to apply the Law of Attraction to draw the prospect to you. As a salesman, you want results; you want to make a sale, and you want to be of service to the prospect. The most scientific and practical way to do this is to give HOW TO ATTRACT THE PROSPECT 21 the prospect all the knowledge and information possible about your product. Make an effort to give him a complete and comprehensive picture of what the product is, what it can do for him, and the pleasure and satisfaction he will derive from owning it. In doing this, you give the prospect an idea of what you can really do for him. He feels the im- pact of your impelling presentation. You stimulate and in- cite his consciousness with a genuine reason for buying. You feelingly persuade him to act. The prospect says to himself: "This is an appeal to my reason and to my interest, and ac- cording to my judgment it is a sound presentation. It makes sense. This salesman is telling me the truth. He believes what he says. Therefore, I am going to act on his advice and counsel." Prove and demonstrate that the product that you are selling has merit, that it is faithfully meeting the needs and satisfying the wants of others, and that it will therefore serve and benefit your prospect. |
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