A matter you must invariably refer to your sales manager is that of swaying your customer by gifts. Many people want something for nothing, and a salesman often thinks that the easiest way to get an order is to use one or another kind of bribery. This may take the form of rebates, or cash on the spot, or presents. Be very discreet in such matters.
As a scientific salesman, do not forget to consider the buyer. He is buying scientifically. He is suspicious. Every one is trying to drive a very close bargain. He tries to make you yield on price, to make some concessions on payments, to give special privileges about returning goods, etc. Beware of all these tactics. Here, again, you must consult frequently, and with confidence, your sales manager. He knows the tricks of your particular trade, and he will be able to give you proper coaching.
Be sure, above all things, that if your sales manager had a chance to put an epitaph on your tombstone it would not be this: “He meant well, tried a little, and failed much.”
CHAPTER XXVI
ARE YOU A GOOD MIXER?
Charm of personality is a divine gift that sways the strongest characters, and sometimes even controls the destinies of nations.
The art of the salesman is akin to that of the orator. Both seek the mastery of the mind, the sympathy of the soul, the compulsion of the heart.
Personal magnetism in a man corresponds to charm in a woman.
An attractive, pleasing personality makes a striking first impression.