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Updated: April 30, 2025
The salesman cannot think in theoretical terms; he must think concretely and from the point of view of the man he is trying to convince. As one very excellent salesman has put it, he must get the prospect's own story and tell it to him in different words, and if he can actually show him a way to decrease expenses or to increase output he will win not only his attention, but his heart as well.
He knows that a courteous and prompt departure helps his cause much more than an annoying persistence, and the man who stays after his prospect's mind has lost every interest except to get him out of the way is lacking in one of the fundamentals of social good manners as well as business good manners. Rarely, perhaps never, does he succeed.
Look here, you' it turned to Anthea; 'let's get home. The prospect's too wet for my whiskers. The girls obediently went to find their brothers, who were leaning on the balcony railings. 'Where's the learned gentleman? asked Anthea. 'There he is below, said the priest, who had come with them. 'Your High Ji-jimmy is with the Kings. The ten Kings were no longer alone.
"I really think the prospect's worth it," she replied. "Besides, Riever's fresh and needs humoring." She shook the whip, and as they clattered away down the steep, twisting road, Nasmyth glanced with satisfaction to left and right. He had seen wilder and grander lands, but none of them appealed to him like this high, English waste.
For the successful salesman is the one who can put himself into his prospect's place and let him know that he has made a study of his needs and is there to help him. Carefully prepared approaches and memorized speeches are worth much to the beginner, but an agility in adapting himself is much more important.
Arra, salvation to me, but the prospect's a born beauty, so it is, and will be rayalized yet, plaise God." "Too much wealth, sir, is an enemy to religion." "Well, Pettier, that may be so occasionally; but here's your health, and in the meantime, I didn't care that some of us had a little more of it.
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