Excerpt from The Training of a Salesman
Being a salesman, I realize the limitations that are upon the man who attempts to teach salesmanship. It is, perhaps, the most human of occupations, and is correspondingly difficult to diagram. However, the following simple diagram is expressive of the fundamentals of salesmanship, and your interest in the chapters that follow will be stimulated if you carry these principles in mind.
The Four Phases Of Salesmanship
Manifest a genuine but adequately respectful friendliness that conveys to your prospective customer a pleasant sense of your personal interest in his needs.
If practicable, employ an act or remark that detaches your prospective customer's mind from all other subjects, and fixes his entire attention on the article in which he has indicated interest, or in respect of which you desire to excite his interest.
Create in your prospective customer's mind an agreeable picture of his ownership and use of the article which you are endeavoring to sell.
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