This is a TESTED METHOD to get by a dog, and if you want to prove this to yourself, use the dog’s name as you enter a yard or home with a dog in it, and watch the way his name slows up his bark! Your Ten-Second Appearance You will quickly discover that if you dress up your words – as well as your appearance – people will respond faster and more willingly to your wishes, just as they react more favourably to a man in a dress suit than to one with his pants torn in the seat. The vacuum cleaner man knows that if he shuffles up to the front porch and the woman sees him, she’ll perhaps say to herself, “Here come another tired salesman to rest on my front porch. Watch me shoo him off fast!” He knows, too, that there is a philosophy in pressing door bells, and if he pushes it briskly, he will get quicker action from the woman than if he pressed it weakly like the timid beggar with the baggy pants. Women instinctively know by the ring of the doorbell just about what to expect on their front porch, just as you can tell the state of mind of the man behind you on a Sunday drive by the tone of his horn! The seasoned door-to-door salesman knows a further rule, that of stepping to the side of the door, so that the woman finds it difficult to open the door a crack and then slam it in his face with a “Not interested!” If he stands to the side of the door jamb, the woman is forced to open the door wide to see who is on her porch, and here is where the salesman must have ready his best “Tested Selling” smile and his strongest “Tested Selling Sentence.” One of the statements used by the Hoover salesman is: “I’m here to show you how to shorten your cleaning time!” And one beginning used by the Johns-Manville Housing Guild man, under the training of Arthur Hood, is to hand a Guild booklet to the women at the door and say: “Here is your free copy of 101 Ways to Improve a Home!” These words don’t have a shine on them, and they are not baggy in the knees. They are TESTED – and for that reason they work successfully in taking the stutter and stammer out of what a salesman says when the head of the prospect suddenly appears at the door. Put A Press Into Your Sales Language The Hoover man, for instance, when he points to the light on the New Hoover, never says, “Isn’t that a pretty light, madam?” There is nothing dramatic about that, so he says, “This is our Dirt Finder. It sees where to clean and it’s clean where it’s been.”
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