Always Be Polite
Finally, with regard to etiquette, whether in a place of business or at home,
never forget your manners. Always be courteous and considerate with prospects,
their
employees, their spouses, and with other people in the office.
When you go to your appointment at a place of business, always treat the
receptionist with courtesy and respect. Treat everyone as if he or she is really
important and valuable. Behave toward each person as
if he or she is a million-
dollar customer or has the potential to become one.
The Reward for Treating People Well
Perhaps the greatest benefit of all from treating people well is this: whenever
you do anything to raise the self-esteem of another person, your self-esteem goes
up to the same degree. When
you are polite and respectful, you like and respect
yourself more, while causing other people to like and respect themselves more at
the same time. The more you practice these critical suggestive elements in
selling, the more powerful,
positive, and confident you become, and the higher
your sales will be.
ACTION
EXERCISES
1. Everything counts! Take complete control of every factor that your prospect
sees, hears, feels, and does; plan in advance.
2. Visualize yourself as a “doctor
of selling,” as a world-class professional,
thoroughly knowledgeable, with an excellent product or service.
3. Dress for success; pattern your dress after the most successful and highest-
paid people in your business. Look like the kind of
person that a customer can
confidently take advice from.
4. Be courteous with everyone you meet, from the receptionist through to the
secretary and customer; always be positive and cheerful.
5. Practice mental rehearsal before every sales call;
imagine yourself as calm,
controlled, optimistic, and completely relaxed; the way you see yourself is the
way you’ll be.
6. Do everything possible to avoid noise or distractions of any kind when you
are
talking to a prospect; have him move if necessary so he can concentrate on
you and your product.
7. Walk erect, chin up; shake hands firmly and confidently; carry yourself as if
you are the best in your field.
By visualizing your goals, you can get your subconscious mind to work toward
making those subconscious pictures come true.
—
SUCCESS MAGAZINE
