“A master salesman is a self-made salesman—BUT a self-made salesman isn’t always a master salesman.”
Always keep in mind the man at the other end of the bargain. If he does not make a good bargain you will lose in the end, no matter how much you may sell him.
Follow your prospect’s mind. Let him do much of the talking. If he sees you are trying to push him and expecting to change his mind he will brace up against you.
THE SALESMAN’S CREED
To be a man whose word carries weight at my home office, to be a booster, not a knocker, a pusher, not a kicker; a motor, not a clog.
To believe in my proposition heart and soul; to carry an air of optimism into the presence of possible customers; to dispel ill temper with cheerfulness, kill doubts with strong convictions and reduce active friction with an agreeable personality.