To be a conqueror in appearance, in one’s bearing, is the first step toward success.
Walk, talk and act as though you were a somebody. Let victory speak from your face and express itself in your manner.
Every dishonest trick, every deception, every unfair transaction, is a boomerang which comes back to hit the thrower.
You should make your prospect feel that you are a real friend, that you are something more than an ordinary seller of merchandise, that you are trying to be of real service to him, and that you would not take the slightest advantage of him in any way. A man’s friendship should be worth a great deal to you, whether you get the particular order you are after or not.
The “selling sense” is to the salesman what the “nose for news” is to the journalist. No knowledge, however profound, of mere technical salesmanship will make a salesman of you if you lack selling sense, into which many factors enter,—such as tact, spirit of kindliness, good fellowship, good judgment, level-headedness, horse sense, initiative, courage.