When you call on a customer carry a busy air with you. Stand up. Talk straight from the shoulder. Make your point and claims clear. Place your position or proposition definitely, forcefully and quickly before your customer. Make a good get-away when you have accomplished your purpose.
If you don't land him the first time, get away anyway. Let him see that your time is money, and that you appreciate that his time is money, too.
Don't visit. Gracefully and politely decline the chair that is offered; say that your limit of time and disinclination to trespass require your stay to be brief.
Stand. Keep busy and active. Get away quickly, and you will be welcome next time.
The short stayer is a welcome guest. He may not land his customers as quickly, but in the end he will land more customers, and hold them closer and retain them longer than the tedious, visiting, social bore who sits and sits and sits.
The Best Vantage Ground
In closing a contract or settling a dispute it makes considerable difference whether you are in the other fellow's office or in your own.
The man in whose office the transaction takes place has the decided advantage.
If you have a disputed bill, or if you wish to make a contract for material or merchandise use every effort to get the other man in your office. When you go to another office you are on the aggressive, when another man comes to your office you are on the defensive.