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The Law of Attraction is very plainly expressed in the Bible. It reads: "To him that hath shall be given, and from him that hath not shall be taken away, even that which he hath." As applied to attracting the prospect, this simply means that if you have the thoughts and ideas to attract him, and give them out, then you attract other things to you, and therefore more things shall be given unto you. On the other hand, if you do not make use of the thoughts and ideas you now have, then even that which you already have shall be taken away. It merely expresses the inexorable and immu- table law that you have to give in order to get. In selling you have only one thing to give, and that is your ability, intelligently reviewed and appraised, and con- 20 HOW TO ATTRACT THE PROSPECT veyed to others through a system or a plan of action. Your ability can be expressed through a Sales Plan. You can create this plan in a haphazard, hit-or-miss way, or you can create it in a scientifically planned way. To attract a pros- pect and to create a sale, the latter is imperative. The per- fection of selling starts with you. How high do you register in the scale of perfection? What are you doing to improve your efficiency? Have you learned to harness all your forces and concentrate them on the job of selling? Have you ac- quired the knowledge and skill to do the greatest amount of work with the least possible amount of effort in the shortest period of time? Can you get maximum results with minimum effort? Are your thoughts liquid? Can you adjust yourself quickly? Have you the power of adaptability? Can you apply common sense? Do you assume the role of self-importance when shouldered with the responsibility of serving others? Does your expert knowledge and keen sales ability lose its charm and savor at the expense of impudence and arro- gance? Do you use your head for other things as well as a place to hang your hat? Always remember that if the product or service could talk and reveal its qualities, services, merits, usefulness, and its benefits and advantages to the prospect, the power of creative selling would be unessential and your services as a salesman would no longer be needed. However, since the product or service cannot do this, it is your job to do it effectively. This requires positive thinking, creative planning, and dynamic action. |
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