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Table of Contents Time is a very important requisite in selling, and it is wise to conserve it. In order to do this scientifically, it is nec- essary to make a study of the habits of your prospects. Most prospects have fixed habits. Every day they go through about the same performances. They have certain hours in which to do certain things. Through observation and study of their habits over a period of almost half a century, I have discov- ered the most scientific time on which to call upon them. These findings will save you many hours of time, many sore disappointments, and perhaps many sour dispositions. They will enhance your success greatly, for you will have more hours to devote to actual selling and will increase your sales volume many fold. In calling on a prospect, it will be advantageous to make lists of (1) those who are self-employed, business executives, and purchasing agents, (2) those who engage in professions, and (3) those who are employed by someone else. Then ar- range the prospects on cards, according to the category to which they belong. It also pays to take stock of the prospect's temperament. It is usually revealed in his proneness to certain feelings, moods, or desires, and these depend largely upon certain 70 TIME AND WAY TO CALL ON PROSPECTS 71 events taking place in his activities. These inclinations usu- ally control his disposition for the moment. A study of his activities in conjunction with his inclinations will enable you to approach him at the psychological moment. The psycho- logical moment to approach a prospect is far more important than the psychological moment to close the sale. The scien- tific time to approach the prospect coincides with the psy- chological moment. The prospect will be in the right frame of mind and attitude to listen to your story. I have devoted much time to the study of these particular inclinations with a view to arriving at this time. I have discovered it, and I am now passing it along to you. |
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