MR. RISHEL: “You’re right, I have – I have one that nothing could make worse.” MR. WHEELER: “All right, Mr. Rishel, assign me that territory, pay my expenses and a reasonable percentage on results, and I’ll rest my case on performance.” MR. RISHEL: “When would you be able to start?” MR. WHEELER: “Well, I would like to give my present employer a little time. Say – one month!”
MR. RISHEL: “Let’s go into the president’s office!” Summed up, the four things to remember if you are to hire or to be hired, are:
1. The ten-second approach 2. “You - Ability” 3. “Mesh - Ability” 4. “Close - Ability”
Whether you are selling a tangible or an intangible, a piece of actual merchandise or yourself, a human cargo, you will find that a knowledge of TESTED words and TESTED selling techniques will be important. Words carry your thoughts. You can send your thoughts out on an old-fashioned steam
engine or send them forth on a streamlined train. Streamlined trains go faster – and farther! Use them!
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