A good tip to both young and old salesmen is, to study the business producers both in your firm and out of your firm. Examine their methods; learn to do what they have found effective; benefit by their strong points; but beware of their weaknesses, for even the most successful salesman will be found to have certain weak points, at times. You can quickly and conclusively recognize these. Guard against them. While you can learn much from older and more experienced salesmen, never be a slavish copy of any one. Whatever you do be yourself.
Every time a man who is trying to hold an audience turns his eye from it he cuts the magnetic current which is flowing between them and if he does this often the people will get uneasy; they will begin to move in their seats and he will lose his power over them.—His magnetic connection with those he addresses is made through the eye. The trained speaker knows this, and unlike the amateur who, from sheer nervousness, often looks down to the floor, or refers to his notes when it is not absolutely necessary to do so, he avoids everything that would tend to break the magnetic current between himself and his audience.
Just here is a hint for the salesman. It is imperative that you should keep this current between yourself and your prospect flowing freely. An attractive personality added to the constant flow of magnetism through your eye will rivet his attention and add immensely to your selling power.
THE SALESMAN’S IDEAL
I want my Selling Talk to be a Service Talk—one that will be worth others’ time whether they buy my goods or not.
I want it to tell only the truth, and that as fully as may be.
To be a perfectly human statement easily understood by others.