Chapter 11 The Best-Looking Dotted Line Won’t Sign Itself
When the time comes for you to get action, do so in sixty seconds, before “sales - talk fatigue” sets in on him. The proof of the puddi ng is the dotted line! Watch for the “brass ring.” LIKE THE MERRY-GO-ROUND that gives you a chance on every complete circle to catch the brass ring, every sales cycle gives you many chances to get the prospect’s signature. Nell was the belle of the village and had many promising sweethearts, but one day she married the least wealthy, the homely fellow with a heart of gold perhaps, but with none in his pocketbook. When she was asked why, with all her attractive charms, she chose the poorest boy of all her beaux, she said, very sweetly, “He was the only one who asked me to marry him!” If you want a signature, ask for it! The technique of Getting Signatures The technique of getting signatures is not the sudden flash of an order pad or a gold-plated fountain pen. It is more subtle today. The Johns- Manville man gets “tactful action” when he asks the wife and husband, “Where do you prefer the spare room, in the attic or in the cellar?” (Wheelerpoint 4.) If they agree (which is seldom), the salesman wins; i f they argue where it should be, he still wins, for no matter WHERE it will be finally, or who wins out, he gets the order! I have seen W. W. Powell, training director of the Hoover vacuum cleaner, bring on many a diplomatic close in this way: “You perhaps wonder why we call this our 150 model?” The prospect asks why, and Powell says: “Because you can own it for only one -fifty per week – that’s wonderful news, isn’t it?”
If the woman informs him she doesn’t buy without consulting her husband, he says:
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