Remember, Mr. Salesman, it is always up to you. Develop your brain power, and then use that power for all it is worth.
CHAPTER IV
MAKING A FAVORABLE IMPRESSION
Go boldly; go serenely, go augustly;
Who can withstand thee then!—Browning.
The personality of a salesman is his greatest asset.
A Washington government official called on me some time ago, and before he had reached my desk I knew he was a man of importance, on an important mission. He had that assured bearing which indicated that he was backed by authority—in this instance the authority of the United States—and the dignity of his bearing and manner commanded my instant respect and attention.
The impression you make as you enter a prospect’s office will greatly influence the manner of your reception. It is imperative to make a favorable first impression, otherwise you will have to spend much valuable time and energy and suffer a great deal of embarrassment in trying to right yourself in your prospect’s estimation, because he will not do business with you until you have made a favorable impression on him.
Some salesmen approach their prospect with such an apologetic, cringing, “excuse me for taking up your valuable time” air, that they give him the idea they are not on a very important mission, and that they are not sure of themselves, that they have not much confidence in the firm they represent or the merchandise they are trying to sell.