To make a study of my business or line; to know my profession in every detail from the ground up; to mix brains with my effort and use method and system in my work. To find time to do everything needful by never letting time find me doing nothing. To hoard days as a miser hoards dollars; to make every hour bring me dividends in commissions, increased knowledge or healthful recreation.
To keep my future unmortgaged with debt; to save money as well as earn it; to cut out expensive amusements until I can afford them; to steer clear of dissipation and guard my health of body and peace of mind as my most precious stock in trade.
Finally, to take a good grip on the joy of life; to play the game like a gentleman; to fight against nothing so hard as my own weakness and to endeavor to grow as a salesman and as a man with the passage of every day of time. This is my creed.—W. C. Holman.
Salesmanship is the ability to sell the largest possible quantity of goods, to sell an increasing quantity of goods, to get the greatest possible results from the advertising done by his house, to make a regular customer of a new buyer, and to hold the friendship of a regular customer.—H. E. Bowman.
Never sit down or stand, if you can possibly avoid it, below where your prospect is seated. The man who is the highest always has the advantage, the superior position. Many salesmen can do better standing while the prospect is sitting.
Approach your prospect as a professional, not as an amateur, not as a little fellow, or almost a salesman, but approach him with the air of a professional. Give him to understand that you are no third-rate salesman. Your manner will have everything to do with the impression you make.