Do you ever go to see a prospect expecting to be turned down—to meet unanswerable arguments or deep-rooted prejudices that you can’t overcome? If you do, it’s pretty likely that that’s what happens.
Half-knowledge is worse than ignorance.—Macaulay.
This is one business man’s motto: “Nothing pays like quality.” There is a whole sermon in this motto, for what is there that pays like quality? There is no advertisement like it. Quality needs no advertisement, for it has been tried. Talk quality. A high-class salesman tries to convert his prospect from a lower to a higher grade, for there is not only greater satisfaction but also larger profit both for seller and buyer in the high grade article.
Did you ever realize that when you are working for another you are really selling yourself to him, that your ability, your education, your personality, your influence, your atmosphere—everything about you is sold for a price? Every time you sell goods you are selling part of yourself, your character, your reputation, what you stand for—it is all included in the sale.
Progress depends upon what we are, rather than upon what we may encounter. One man is stopped by a sapling lying across the road; another, passing that way picks up the hindrance and converts it into a help in crossing the brook just ahead.—Trumbull.