The Art and Science of Selling (Volume 7) (Paperback)

This historic book may have numerous typos, missing text, images, or index. Purchasers can download a free scanned copy of the original book (without typos) from the publisher. 1918. Not illustrated. Excerpt: ... LESSON NUMBER TWO Approach For Interested Attention APPROACHING THE CUSTOMER IT WOULD hardly seem necessary to urge a salesman to act naturally and to present facts in clear-cut language, when he approaches a customer. But many salesmen think they must be "something different" in order to impress the customer; and, having such a crude idea of their own worth, they make their approach improperly. You are the equal of the customer to say the least. You cannot tell him you are his superior, or act as if you were; but if you are his superior, he will recognize it. As a man you cannot fear the customer, who is but another man. You ought not appear over-eager to make the sale. You ought to face him as one man should another, without either "servant" or "master" attitude. You are simply trying to exchange something you have that is valuable to him for something he has that is valuable to you. That is business. You are a business man and salesman. Approach the customer in a strong and confidence creating manner, afhd you cannot fail to make success yours if you will master and apply this training. It is seldom possible for one man to do the thinking and talking for another man, but directions and rules can be, given, which through being followed, bring results. Work out your own approach, and one that will fit your customer, your line, and yourself. Do your own thinking, and with the guidance of this Instruction Course, you can always make a strong approach. Salesmen should always carry business cards with them although when the salesman is well acquainted in his territory he will seldom make use of his card unless in connection with new trade he might be calling on. Introducing yourself in a strong and confident manner to the customer you are approaching for ...