is to rap on the door and when the woman comes to the door to hold a bottle of the chocolate malted milk toward her and say: “Feel how cold this is.” Once the woman has the bottle of chocolate malt in her hands, the salesman asks her to help herself to a drink. He follows her into the kitchen. How much better this method of getting into back doors and making people TASTE your product than the old method of asking them, “Would you be interested in buying our chocolate malted milk with your regular milk ?” The driver will say something about the “lovely kitchen,” and the “pretty curtains.” He will use the “Rule of You” and ask: “What is YOUR opinion of this chocolate malted milk, Mrs. Jones?” She will tell her opinion. People like to give opinions. If you make other people “feel at home” during the first ten seconds they are with you, you will have won them over for many a minute to come. How To Handle It Properly The best words, the best technique, and the best voice delivery can be spoiled if you have butterfingers and fumble what you are selling. A good salesman cultivates good hand movements. He handles the cheapest pearl necklace as if it were worth a million. His attitude toward what he is selling is important, for it reflects favourably or otherwise on the prospective owner. Never grab hold of the item. Never fling it down on the counter. Don’t take hold of it as if it were a sledge hammer or a monkey wrench. Never set the article down with a “bang,” or drop it, or slide it toward the cust omer. Handle it with care. Create value. Operate dials, switches, and so forth, carefully, not “slam bang” but with delicacy, and so heighten the worth of what you are selling. Unfold the contract carefully . Hold the pen gently . These are small details in a sale – but important ones. The touch counts! Make your movements seem simple to the prospect, so she will feel the gadget is easy to operate. Keep saying:
P. 105
Powered by FlippingBook