Five Effective Ways To Make The Other Person Feel At Ease The Johns-Manville man has, on the tip of his tongue, five things he will say during the first few minutes he is with a prospect to make her feel at ease, to “break the ice,” to get her interested in home improveme nts. He will use one or all of these five statements: 4. “Do you enjoy games like ping - pong?” 5. “Is it difficult to keep your home warm?” Each one of these sentences is tested to make the other person respond the way the salesman wants him to. The Home Is The Foundation Of The Family The home is the thing that is dearest to people. No matter how humble it is, it is still home. Get People discussing their home and their daydreams about dens, about larger kitchens, or about the extra room in the attic. Here are a few more “Tested Selling Sentences” that will win people to you quickly: “You certainly have a cheerful home.” “These rugs are very attractive. Did you pick them out yourself?” “Any money spent on a home is well invested, isn’t it?” “If you had $300 to spend on home improvements, just what would you have done?” “It takes more than a carpenter with a hammer to make a ro om as lovely as this. Was it your idea?” 1. “Do you tire easily in the kitchen?” 2. “Are your heat and light bills high?” 3. “Is your living room too dark?” When you are in the other person’s home, talk about that home. You will win his affection very quickly if you follow this simple rule of putting people at ease. The Borden Principle Richard C. Borden, sales manager for the milk division of the Borden Company, told me how he applies “Tested Selling” on back porches to get women immediately interested in bottled malted milk. They tried many methods, sentences, and back-door stunts. The one that works best to date
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