Don’t Hang On Don’t hang on and on, until the other person is forced to manufacture schemes and methods to get rid of you. If he does, you will never be able to get into his presence again for a call-back. I know a man with an office on Fifth Avenue, who, through his political connections, is forced to meet many people every day. He allows each just about five minutes and then his secretary appears at his door and says, “Don’t forget your appointment, sir!” This usually causes the visitor to make a quick exit. Remember the old adage of the theatre: Stop while they still want more! In Demonstrating Automobiles If you are trying to convince someone to buy a car take him for a nice ride. Sell him the ride – not the car. But be the first to say, if you see he must take time to think it over, “Now think it over, Mr. Smith. I don’t want you to buy my car if you are really not convinced it is the type you want. Suppose you and your wife discuss the matter, and I’ll call you up tomorrow?”
This attitude will work magic for you. It will not only win the other person’s confidence in you, but will often cause him to make up his mind at once.
How effective these three simple phrases are: “There’s no hurry.” “Take your time.” “Think it over.”
You may be squeezing for the sale very hard, but once you show anxiety, the other person puts you on the defensive – which is a difficult side to be on.
The Science of “Call - Backs” The real science of making the call-back is quite simple. You must open your call-back at the exact place you left off, which is usually at the one key objection offered by the other person. - 70 -
P. 70
Powered by FlippingBook